Today’s buyers have continued access to online information, increasing the likelihood of purchasing your product or service after lengthy research. That’s why sales enablement is crucial in creating a successful revenue team.
Sales enablement is critical for every sales team. Yet, many SDRs and reps waste time searching for documents, spreadsheets, and presentations instead of getting the information they need to reach their quota.
Do You Need Sales Enablement?
The sales process is as good as the sales enablement behind it.
You’ve heard the expression: “sales is a broken business.” Indeed, the bar is set higher than ever in the face of product commoditization, increasingly demanding buyers, and new sales productivity and performance management tools.
Sales enablement is a strategy designed to optimize sales teams’ performance by bringing the correct information at the right time to assist them in achieving their goals. The main focus of sales enablement is to align all functions and departments within the sales organization.
Most of us have heard the expression, “The right tool for the right job.” The same can be said for sales enablement tools. Unfortunately, traditional instruments (white papers, vendor presentations, etc.) fall short when it comes to improving sales performance.
Generating revenue is the main objective of any sales team. But a product so poorly packaged and sold will not reach its potential market, no matter how well it’s marketed.
Advantages of Sales Enablement for Revenue Teams
#1: Hiring Becomes More Efficient
An effective sales enablement team is responsible for helping onboard new reps and assisting your organization in locating and hiring qualified talent.
Finding qualified talent is one of the most important things an organization can do for its sales team. An effective onboarding and training program will help your organization search for qualified candidates by ensuring that all employees have access to the information they need to succeed at their jobs.
#2: Sales Training is Maximized
Whether a sales rep or a manager, sales enablement can help you improve your performance.
For sales reps, sales enablement can help you adapt to changing market conditions and stay ahead of the competition.
For managers, sales enablement helps them develop their people by providing them with the tools they need to be successful. In addition, managers need to be able to provide their teams with sales tools that will help them reach their goals and exceed expectations. This includes onboarding new hires to coaching veteran employees on new methods for success.
#3: Smoother Processes and Effective Tools
Unlike a traditional training program, where you have to learn a new skill or technique, sales enablement is designed to make you more effective at what you already do—selling your products or services.
Sales enablement is also more flexible than a training program because it can be customized to fit any company’s needs.
This includes training programs and checklists for new hires, educational materials for existing employees, and communication tools like webinars and video tutorials.
If you’re doing your job correctly, the salespeople who work for you will have to learn a lot. They will need to know about their product, their customers’ needs, and the competition.
And if they don’t know how to do this? It will be a lot harder for them to close business deals.
But there’s a solution: sales enablement. Sales enablement introduces new information and training to your sales team to close deals effectively.
#4: Content for Sales Teams
Sales enablement plays a critical role in the B2B marketing and sales process.
Sales enablement aims to provide sales and marketing teams with all the resources they need to succeed. This includes creating compelling, relevant content, which can be used for social media, email marketing campaigns, and more.
They also help employees understand what they need to do to succeed with your product or service.
This type of content can be used across many platforms, including:
- white papers