Sales enablement is a term used to describe the tools, technology, practices, and processes companies use to improve sales productivity and performance. By using sales enablement, a company’s sales process can be transformed for the better because there is a commitment given to execute sales in a more successful way.
Here are some ways to help transform your processes:
First and foremost, a commitment needs to be made by your company to embrace sales enablement. This involves reworking your marketing and sales strategies to encompass various techniques and tools to help transform your current sales process. Effective sales enablement also requires a commitment to invest from the top level.
Once that kind of commitment has been made, it helps your company move forward and embrace sales growth.
No business can achieve its optimal success without sales training. When you invest in ongoing sales training for your sales team, you give your reps the tools and information they need to sell smarter.
Offering ongoing sales training is easy when you invest in e-learning. With e-learning, your reps are able to access their training at the times that best work for them, as well as when they’re struggling and need answers.
To create a stellar sales team, you need to hire the right people and effectively onboard them to drive their success.
Your training sessions, sales coaching, and sales content will enable you to effectively onboard these new hires, leading to reduced turnover and greater productivity.
Part of sales enablement is making a sales strategy that encompasses how to best reach your potential customers and deliver the best customer service.
The first step in this process is creating buyer personas. Once your company has established who your ideal customers are, your sales team will stop wasting time reaching out to those who are not qualified.
This then gives them the time to focus on the people who are willing and able to purchase from you. Doing this helps transform your sales process to a more direct, hands-on relationship approach that will help increase your sales.
Analytics can be overwhelming; however, by using analytics to monitor your sales process and your sales funnel, you will be able to see where in your buying process you are losing customers.
Once you know where the problems are in your system, you’ll be able to work on fixing them and delivering a smoother buying cycle that customers will have no problems navigating.
Integrate Sales and Marketing Teams
Sales and marketing can be considered as two peas in the same pod. These two teams always had some overlap, but now that overlap is more frequent and pronounced.
These two teams now have to work together rather than as two completely separate entities. When they do, you’ll have a more cohesive unit, which has proven to increase sales.