What isSales Enablement?
Sales enablement is a powerful method used to improve the performance of your sales force by aligning your sales and marketing teams with the help of strategic tools and resources. In this extensive guide of sales enablement, you’ll discover what it is, how it works, tools you can use, and how it can benefit your company by increasing workplace efficiency and boosting your bottom line.
Sales Enablement Explained
Sales enablement is designed to streamline and improve the performance of the sales force of a company. Different departments work together to support and assist sales to be successful. Today, more and more companies are jumping on board with sales enablement to achieve a consistent and profitable level of outbound and inbound sales. Many companies have a sales enablement team that’s devoted to this, or at least have implemented a sales enablement solution into their workflow.The core objective is to provide sales with the necessary training, tools, and technology they need to successfully engage with prospects and close deals. Providers, like SoloFire, offer a variety of tools, platforms, and resources all geared toward the development and success of your sales team.
What makes sales enablement so powerful is that it incorporates five factors that are all very different and very essential in creating a successful sales team.
Resources and Information Tailored to the Buyer
Training and Development
Content that is easy to Understand and Implement
Tools that can be used to Track Sales Force Progress and Buyer Analytics
Precise Measurements of KPIs
With progress tracking and precise measurements of key performance indicators, you can monitor the performance of your team in great detail without needing to spend a lot of time looking over shoulders and compiling and comparing numbers. Both marketing and sales get real time analytics so they know what’s working, and what’s not.
The Importance of Sales Enablement
Without sales enablement software, it’s all too easy for a company to suffer from weak spots in their sales department, such as disorganized workflow, hard time finding content, inconsistent service, and the inability to accurately track and use actionable data.
Here are five good reasons why sales enablement is so important.
Provides Effective Solutions for Teams of all Types and Sizes
Whether you’re a small startup with an inexperienced sales team or a large corporation, you can take advantage of the power of sales enablement. The beauty of the service is that it’s tailored to you, your sales staff, and your buyers.
Provides a meticulous understanding of your target audience
Once your sales team thoroughly understands the behaviors and thought processes of your ideal customer, they will be able to effectively communicate with and create a personalized buying experience for their prospects.
Measures the performance of your content and sales force
Ensures every single sales person is achieving quotas and goals
With an abundance of lead-generating content, training resources, and continual development, you can ensure that every single sales person is achieving department-wide goals and meeting their standard quotas.
Helps companies to create an effective and consistent sales process
5 Signs of a Business in Need of Sales Enablement
How do you know if your company is in need of sales enablement?
Here are five unmistakable signs that a sales force could benefit from a powerful sales enablement platform.
- CONVERSION RATES HAVE PLATEAUED OR DECLINED
- INCONSISTENT SALES SCRIPTS AND SERVICE
- FAILURE TO MEET QUOTAS
- INEFFECTIVE SALES PROCESS/FUNNEL
- INABILITY TO ACCURATELY TRACK PERFORMANCE AND ANALYTICS
How Your Company Can Benefit from Sales Enablement
Sales enablement provides a myriad of benefits to companies of all types and sizes. To show just how much there is to be gained from this powerful growth method, we’ve laid out our favorite benefits of sales enablement: