The answer you’re looking for is sales enablement.
But what is sales enablement, and how can it help your company succeed? Continue reading to learn everything you need to know on the topic.
Sales Enablement in a Nutshell
Essentially, the term “sales enablement” refers to a business strategy meant to help your sales team close more deals. The idea is that by providing your salespeople the resources they need, you empower them to do their job better.
Not only does this equate to a better bottom line, but it also creates a less stressful work environment. A sales team that feels confident is less likely to become stressed when presented with difficult situations.
What Resources Should Be Provided?
There are numerous resources you could provide your team. Each company is unique, so each set of resources should be tailored specifically to your business.
A few of the most common types of resources provided for sales enablement include:
- Organization, marketing, and sales-specific tools
- In-depth, ongoing training on general sales and your business specifically
- Routine assessments that allow team members to understand their strongest and weakest points
- Access to data (preferably real-time)
- Information on your company’s products and services
- Ongoing content about your company, products, services, customers, and industry
These are only a few examples of what a company may provide as part of sales enablement. As mentioned above, each company should tailor its team resources specifically to their business.
Why Data Is Essential in Sales Enablement
One essential resource that should be provided is data. The reason data is so important to sales enablement is because it provides information you can’t get elsewhere.
Data can tell your team members:
- What selling techniques are working (and which aren’t)
- Who your actual audience is
- How buyers are finding your company
- Who buyers have previously spoken to at your company (if applicable)
- Understand where each potential customer is in the sales process (and how best to connect with them)
There are many other things data can tell your team. The use of data ensures everyone (both in and out of the sales department) is on the same page.
Being on the same page is critical to the success of a company. Ideally, your entire company should function as a single whole. This means if someone is transferred from marketing to sales or sales to management, they’ll receive a seamless experience.
Do You Have More Questions About Sales Enablement?
According to Posquote.com, sales enablement is a process of providing your sales team with the resources and training they need to close more deals. It offers additional benefits beyond your bottom line.
Do you have more questions about sales enablement?
Check out our other blog posts. You’ll find plenty of information on closely-related topics to help you dive deeper into the subject.