Sales enablement is the process of equipping your sales team to function at their highest level. It is a key component in boosting your company’s revenue and boosting your company’s bottom line. You might be wondering, “What does sales enablement really do?” Sales Enablement enables salespeople to answer questions about the product, answers customer objections, and provides guidance on how to use the product effectively.
Sales enablement is an ongoing exercise that requires constant reinforcement and monitoring. Salespeople need more than just a brief training course or a guidebook! They need ongoing coaching and coaching involves providing them with the information they need to meet their goals.
Here are 3 tips for modernizing your approach to sales enablement that will help you produce results now
Tip 1) Provide Ongoing Training and Development
Salespeople are charged with making decisions that can change the direction of your company. More often than not, these decisions are based on incomplete or wrong information. It can be difficult to convey the importance of correct information.
Salespeople need more than just a brief training course or a guidebook! They need ongoing coaching and coaching involves providing them with the information they need to meet their goals. You may be pleasantly surprised by how effective this can be. The best results for your sales team may be found when you follow a consistent approach.
Tip 2) Establish KPIs for Each Phase of the Sales Process
One of the most important things you can do is assess your customers’ business goals. Take the time to understand what is happening in their business and provide them with the right information to support their growth.
You need a way to measure your teams’ success. Doing this step can help you manage your business much more effectively.
Here are three important questions to answer when building your KPIs:
Who is your target customer?
What is the main value proposition your target customer gets from your product?
What barriers are there that prevent your target customer from buying?
These questions give you a clear view of where you should focus your resources and what is driving your sales.
Tip 3) Invest in Technology to Boost Efficiency
The benefits of technology include more time spent working, increased productivity, and reduced errors. For sales enablement purposes, you should invest in technology that enhances your products and processes. You can measure sales enablement effectiveness with the number of open opportunities, and average selling time of your sales team.
According to Forbes, salespeople spend only 35% of their time on core selling. Typically a salesperson has 40 hours per week and most of their time is spent in updating their sales CRM, writing emails, responding to phone calls or making decks.
Provide your sales team with the tools they need to make their jobs easier and more efficient.
Sales enablement has gone through many changes over the past decade and we can see its importance in different sectors of the business world. Your sales force is an important asset to your company and if you are going to rely on your sales force to build a successful business, you need to find ways to help them perform at their best. The data shows that there is no limit to the potential of your sales force, and the goal is to optimize their results now.