Sales enablement encompasses all your sales team’s efforts to close a sale, as well as providing your salespeople with the appropriate resources they require to close multiple deals. To effectively market your items or services to customers, you’ll need content, tools, know-how, and information. What are the benefits of sales enablement software?
To free up more time for closing deals, sales enablement attempts to make the buying process faster, easier, and more effective. This will not only assist your sales force in achieving sales excellence and meeting their targets, but it will also result in increased profitability for your company.
The advantages of sales enablement are many. They may transform low-performing or average sales teams into high-powered units of excellence. A sales enablement software could be the key to boosting your sales team’s performance to new heights. Here’s a list of the top six sales enablement features and benefits that your solution should provide to help your sales team succeed.
Do you know that last year, salespeople only spent a third of their time selling? That means they spend two-thirds of their time on administrative chores like generating reports, entering data, and creating content, which is time-consuming, repetitive, and tiresome.
According to Salesforce research, salespeople spend roughly 64% of their time on admin work. A recent Apptio survey claims that sales reps spend 75% of their time on non-core or internal operations.
In your most valuable department, this is a tremendous loss of time. Sales enablement provides tools, technology, and processes to help your salespeople be more efficient so that they can spend more time selling, closing deals, and creating money.
Sales enablement software allows sales teams to spend less time on time-consuming, repetitive chores. This allows them to focus on high-value sales activities. These activities can be completing transactions, reviewing proposals, cultivating client relationships, and networking.
According to MarketingProfs, customer retention rates are 36 percent higher and sales win rates are 38 percent higher in companies with strong sales and marketing alignment. Despite this, many businesses struggle to bridge the gap between sales and marketing. The glue that holds the two departments together is a sales enablement platform.
The marketing team develops material but is upset since they have no idea if it is being used or if it is adding value to sales reps’ presentations. Sales professionals become dissatisfied when they are unable to locate material and believe that they do not have the appropriate content for their diverse buyers. A sales enablement solution is exactly what it sounds like: a solution. You can establish a unified force working toward a common objective by incorporating one into your organization. To generate engaging content, your sales and marketing teams interact and work together.
The ability to manage and measure the performance of your sales collateral is one of the most valuable features of sales enablement. Reporting tools provide useful information that enables teams to examine sales data. This in turn allows them to implement focused efforts and strategies. You get to see what content is working best for you and what is helping you close business.
Supporting data can also be used to audit sales activities. They can determine which sales strategies are most powerful and which areas need improvement by taking a deeper look.
Onboarding and training are two of the most important aspects of employing a sales representative, but they are sometimes overlooked. You may build, update, and share training content as needed using your sales enablement app as a planned and structured hub.
Sales enablement software also aids sales managers in identifying knowledge gaps and developing stronger salespersons. Key performance indicators (KPIs) can be easily tracked and performance data compared to sales targets. Sales reps can also get coaching material through sales enablement tools and company-specific materials that help them improve their knowledge and abilities during and after sales training.
Data from different systems, including your corporate marketing automation and customer relationship management (CRM) platforms, can be collected by sales enablement software. Teams don’t have to log in to numerous platforms to obtain information because data is pulled from multiple systems and stored in one place.
When properly linked, your CRM may be a valuable aspect of your sales enablement tool. They automatically sync to update your customer’s profile, so you don’t have to bother about inputting meeting details after the event.
Any activity taken on the platform, such as sharing and distributing content, is immediately entered into the relevant fields. It removes the need for sales reps to manually log in and update the details of each conversation. As a result, salespeople save time and effort looking for information across many platforms.
Because no two businesses are alike, neither should your sales app. You must be able to do more than choose colors and logos. You must be able to design a tool that will assist your salespeople in selling in a manner that is tailored to your company’s demands. The possibilities for how you want your app to look and function are unlimited with a custom sales enablement platform.
Because technology is continuously improving and your company is changing, you must ensure that your sales enablement tool can stay up to date! It is updated on a regular basis, and you can continue to add features to it as your business grows.
A smart sales enablement technology enables your team to get the correct, customized message (content) to the right audience, at exactly the right moment. It will complement the customer’s wants and requirements and effortlessly aid them through the buying journey. Sales enablement should be ingrained in the culture of the company.
Sales methods nowadays are different from those in the past. Sales enablement assists in the development of effective sales procedures based on current best practices and buyer behavior. These methods can assist your company in adapting to the new way that clients shop.