Any task that is supported by additional resources has a better result than a task done without resources.
Having the right tools and knowledge increases the effectiveness of the task at hand.
This is what sales enablement is about: putting systems and information in place to create and win more opportunities
Taking steps to improve selling and the selling experience is what sales enablement is about. The objective of sales enablement is to empower sales reps with what they need to sell more effectively and engage a buyer at every stage of their buying journey.
Apart from providing a better buyer experience and revenue growth, sales enablement also improves the performance of your sales reps. Sales enablement ensures an improved sales and marketing collaboration. Your sales team is equipped with the most relevant material, best practices, knowledge, and tools to focus on selling more and better.
Training and development for sales reps
Alignment of sales and marketing teams
Establishes best practices
Helps develop better relationships with buyers
Improves efficiency of sales processes
Sales enablement is a success when the alignment between both teams is at its highest.
Marketing helps provide resources like content, conversation, product guides, and training to support sales reps have better conversations with leads and prospects. This created content and resources are also provided as training to the sales reps.
Sales lets marketing know about different types of information a prospect needs during each stage of the buyer’s journey. Marketing then develops and shares the required content the buyers need to help them make a decision. Sales also have to ensure that the training provided by marketing is being put into practice.
Thus sales enablement should be owned by both sales and marketing as one creates and the other implements.
Set goals and objectives to help salespeople with what they need for meaningful engagement to convert buyers. Focus on planning sales enablement goals that align with organizational goals. This will create a purpose and plan for every team involved in creating and enforcing enablement. Ask questions about what information about products and services do we need to highlight while talking to buyers, and what sales skills should be developed.
Create and organize content to support sales reps to deliver high-quality value to buyers at each stage of the buyer’s journey. Customer case studies, whitepapers, demo decks, and even email sequences need to be designed to provide information that will highlight solutions for the pain points your buyers are looking for. Create a shared repository so that it is easier for sales to share information with customers/ leads and marketing to repurpose this content as blogs or social posts.
In an era of conducting businesses online, your sales reps must leverage various digital tools that can make selling better. Sales training, content creation, and content distribution can be digitalized for ease of use and distribution. Sales training enables sales reps to sell more effectively and stay on top of new techniques and trends.
CRM – The most important tool that allows sales and other revenue-generating teams to manage and track their leads and pipeline.
Content Management– A content management system helps teams to create, update and store content to support the sales team and customers across different stages of the buyer’s journey.
Social media– With the rise of social selling it has become important to prioritize engagement and selling on social media platforms.
Training– New product features, sales techniques, competitive knowledge, and other important selling skills should be revisited and recapped from time to time. Online learning and training platforms are the best way to let sales reps learn according to their availability and pace.
Metrics– Tools that track pipeline forecasts, average deal cycles, achievement of quota, etc. are crucial to understanding what works and deriving best practices for the organization.
Sales Enablement Tools– a combination of all the above tools, sales enablement tools help you streamline your team’s day-to-day and business goals.
Below we have listed some of the best sales enablement tools your teams can use.
1. Highspot – A sales enablement platform THAT gives revenue teams a single solution to elevate customer conversations and drive repeatable revenue, bringing together native content and guidance, training and coaching, and engagement intelligence.
2. Seismic– A unified enablement platform that equips customer-facing teams with the right skills, content, tools, and insights to grow and win.
3. Showpad– Showpad provides teams with a modern selling solution for maximizing hybrid sales.
4. MindTickle– Mindtickle is a Sales Readiness Platform for onboarding, product training, coaching, and ongoing readiness, that helps fast-growing companies prepare their sales teams and partners in a scalable and effective way.
5. LevelJump– LevelJump is the sales enablement and readiness solution that reduces ramp time for new sales hires and proves impact on revenue by attributing sales enablement programs to metrics in Salesforce.
The end goal for every organization is the sell its products and services better in order to grow. With effective sales enablement strategy and tools, your sales and marketing teams align strongly to have better conversations by leveraging content and technology that convert more leads into customers.
To summarize, a sales enablement strategy should include:
440 N Wolfe Road, Sunnyvale CA
United States, 94085
1101 A, Vishwaroop IT Park, Sector 30-A,
Vashi, Navi Mumbai, 400703
