One of the most common scenarios we hear while talking to Sales and Sales Engineering teams is that
- They are growing fast and it is challenging to scale the sales force to meet the needs of new customers, and
- They are hiring new employees but it is a challenge to ramp those employees on product and customer specific technical details.
What further exacerbates the problem is that Sales and SE teams are scattered world wide. Non-HQ employees are at a further disadvantages given their inability to knock on the “expert next door”.
Obviously sales organizations are constantly looking for solutions that can help them tackle these “growing pains” by improving the collaborations and knowledge management processes. Unfortunately, the tools they employ (e.g., CRM software, Wiki pages, document repositories) just don’t work in improving the productivity of the sales reps and SEs (more detailed treatment of this topic to follow).