An Ultimate Guide To Sales Enablement 2020

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4 years ago

From small businesses to grand enterprises, companies that have deployed a sales enablement solution claim to have noticed a significant return on investment (ROI) for their marketing and sales teams.

The sales enablement system focuses on increasing the revenue, facilitating hyper-growth, uniting separate departments, and implementing specific principles as part of its long-term culture.

There are numerous hands-on examples of businesses that have grown thanks to implementing the sales enablement system. One of the most notable brands that have benefited from it was Salesforce. From a small startup, they have become a 13 billion-dollar company.

The evidence of the system’s functioning is irrefutable, yet many companies struggle to understand what is sales enablement, and why they need it.

What Is Sales Enablement?

Sales enablement is a process of providing sales teams with the best in class resources and information to engage and connect with their prospects. These well-thought-out and valuable resources, such as content and marketing collateral, can help sales professionals engage with their leads.

Sales enablement suggests a close collaboration between the marketing and sales teams. The salesman should have access to the content created based on the current marketing trends and updated data. On the other hand, the marketing team should support the sales team at any point in their selling process and the other way around.

Other departments, such as UX designers, product managers, and customer service, should be a part of the process. Their main aim should be to fuel the sales department with relevant information to excel on the front lines.

Why Is It Important To Use Sales Enablement?

Sales enablement is a proven way to close more deals and gain more profits for the business.

Moreover, another expected result of the sales enablement is the sales and marketing departments becoming more effective and productive. Marketers and salespeople will see the direct impact of their work, with a positive effect on the morale of those teams.

It can also benefit other teams in the organization. More successfully sold products equals more sense of fulfilment to the product and business development teams too.

How To Implement Sales Enablement Successfully?

Knowing what the enablement system is one thing, and knowing how to implement it is another. Here is what to do to run the project successfully.

Choose The Proper Tools

Once you agree that providing high-quality content is crucial for boosting the sales process, you have to determine the right tools to unify the marketing and sales team.

Decision-makers within your company should monitor the updates and innovations in the sales enablement landscape. This way, they will be able to find other suitable tools and let the company develop. Moreover, they should be extra mindful of the internal feedback.

Educate The Employees

Make sharing valuable and adequate information a key priority at your company. The marketing team members may have essential knowledge they could share with the sales team. If your company lacks a specific place and methods of storing that knowledge, chances are people will keep some crucial information for themselves.

You might want to incorporate a brief update into daily meetings or create a joint announcement board for the sales and marketing teams.

Update Resources

To maintain the highest level of accuracy and efficiency, you have to make sure the resources marketing and sales teams work on are regularly updated.

Keeping the software and data up to date will help your company get the most out of the sales enablement system. The review should apply to both marketing and selling tools.

Monitor Performance

You can quickly boost your company’s sales enablement performance via regular reporting, surveys, and analysis.

Understanding all the ways the sales enablement system impacts your brand’s bottom line can have a tremendous impact on your company’s performance.

The key metrics you should focus on are the number of closed deals, the effectiveness of your collaterals, work satisfaction, the amount of time the marketing team spends improving the sales department’s work.

All in all

Implementing a sales enablement system is a proven way of increasing sales, unifying separate teams, and increasing its overall value.

The enablement system is based on a strong collaboration between the marketing and sales teams. Marketing team members should be responsible for providing high-quality, relevant, and updated content to the sales team. The salespeople should use that knowledge to build stronger and deeper relationships with customers.

The intended outcome of the process is to achieve the desired return on investment faster and more efficiently, leading to faster growth in your company.

To easily monitor the sales enablement system’s functioning, you should update the well-chosen tools both teams work on, monitor performance, and make sharing knowledge a common practice.

Other than that, enjoy the positive effects the sales enablement system will bring.

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