Giving your sales team the resources they need to sell more effectively is the essence of sales enablement. Obviously, it’s important to give your team a way to communicate with leads and sell the business, but why is it important to take it a step further?
It’s More Than Just More Sales
If you’re looking at sales enablement and think that it’s simply a few additional tools to increase sales you’re coming into it in the wrong state of mind. Sales enablement is set to improve your entire sales process and create more ways to improve how your sales team operates. Changing the experience of your clients, making it simpler for your team through learning and overall, of course, improving your sales.
Sales enablement can also encompass marketing and content. By granting your team the resources they need to generate leads, hand out information and create an audience for your business. Not only do you need to provide these, but ensure your sales team understands how to use all this to their maximum advantage.
Scalability
You’re only as strong as your weakest link is a nice way of saying one top salesman doesn’t make a sales team. Even if they could sell everything within your business you can’t grow and develop new offerings without a team that knows what they’re doing. Sales enablement can create this scalability through upskilling your entire team. With a stronger team, you can focus on bigger contracts and more offerings.
Analytics
This is the favourite part of those obsessed with numbers. If you have the right process you’ll be able to easily see your improvements, but over time it’s the smaller tweaks over time that can make a difference. If you’ve levelled out when it comes to your sales, the right sales enablement process can help show you what areas may need improving. If the content isn’t getting enough views, or the click-through rate is taking a plummet the figures will tell you. There is nothing worse than being blissfully unaware of your revenue stream slipping down. So you need a method within your sales enablement to crosscheck performance.
Knowledge Is Power
One of the most important elements of sales enablement is training. If there are gaps in knowledge or a certain element of the process someone is struggling with, your training will be an essential tool. This training shouldn’t just be for brand new starters within your sales team either, it needs to be available every step of the way. Even if you believe you’ve taught your team everything they need to be successful there will be techniques, ideas and strategies which could heavily impact how your team works. So, always be on the lookout for the next big breakthrough in sales enablement. Whether it’s a new course, a new piece of software or even a fresh way to communicate with your clients.
Sales enablement is an important element of your entire business, it shows you’re forward-thinking. Making sure your company has room to expand. Without this process in place, a team is left to grow by themselves, which could alienate them from the company. Whilst some may flourish, many will be demotivated or simply won’t expand their knowledge. So, always be creating a new path for those in your business to achieve and learn.
