Sales enablement is an increasingly popular term, but what does it actually mean?
Sales enablement is a process that enables sales teams to do their jobs more effectively. It focuses on helping salespeople build strong relationships with their customers and prospects, so they can close more deals and increase win rates. Sales enablement tools help sales reps and marketers develop the skills necessary to create a successful sales strategy. The concept of sales enablement has been around for decades, but when it was first introduced, there was no software that helped companies manage their training and content development needs. To effectively enable sales teams, sales needs access access to a central, single-source-of-truth repository which serves sellers the marketing-approved content they need to have the conversations that improve win rates.
Today, marketing and sales teams can easily find hundreds of in-house options for training. Sales enablement software helps salespeople sell more effectively and efficiently. It improves the overall customer experience.
Let’s look at how you can use technology to improve your team’s performance.
What is sales enablement?
Sales enablement focuses on the buyer and the experience that sales teams provide to potential customers at every point within the sales cycle. Sales teams must be empowered to differentiate the offer in a clearly consistently, and compellingly.
Sales enablement tools, also known as sales readiness or sales enablement software, are tools and resources used by sales teams to help them succeed. It enables salespeople to be more productive and efficient.
Sales enablement software helps companies to create a more holistic approach to sales. It provides a platform for sales teams to collaborate and align with other organization members in marketing, enablement, and operations to yield lower costs, increase revenue, ensure brand integrity and compliance, and close more deals.
Sales enablement software aims to help the salesperson develop the skills they need to succeed. It helps them learn how to build trust with prospects and customers, close deals faster, and grow their overall sales numbers.
Sales enablement tools will help you:
- Build better relationships with your leads
- Create a better customer experience for your clients
- Make sure your team has all the information they need to close deals
Make sure everyone has access to what they need when they need it with sales enablement software.
Why is Sales Enablement Important?
Sales enablement has become an essential part of the modern sales process in many organizations. It helps companies maximize their revenue potential through better collaboration between sales staff and other departments. It also increases employee productivity by allowing employees to become more knowledgeable about their roles within the larger organizational structure.
When you use sales enablement software, you’re giving your team everything they need in one convenient place so that no one has to waste time trying to find information or sharing files externally with each other. This saves time for everyone involved and helps ensure that nothing gets lost along the way,
Best Practices for a Successful Sales Enablement Strategy
Sales enablement is a crucial part of a company’s success. It helps salespeople close deals faster and more efficiently, which means they’re able to spend more time with customers and less time searching for information about products/services or trying to figure out what the next steps should be.
For your sales enablement strategy to be successful, you must first ensure it’s aligned with your overall business strategy. A clear understanding of where the company is headed and its goals will help determine what resources are needed in the long term. Your buyer’s journey should also be considered when developing a sales enablement plan and best practices for onboarding new hires.
Make sure your sales enablement strategy is aligned with your sales pipeline. Like an established marketing funnel (that goes through various stages), a proper sales pipeline identifies where each stage begins and ends and how much time it takes for someone to move through each one until they become your customers. There mustn’t be too much overlap between these two things — otherwise, it’ll be difficult for anyone within those teams/departments to work together effectively towards common goals!
There’s no denying that sales enablement is a hot topic in business today. It’s an essential component of any company’s long-term success and growth. Still, it can also be challenging to implement effectively if you don’t have a clear vision for how your sales enablement plan will work within your organization’s overall goals and mission.
How To Choose The Best Sales Enablement Software
Are you a sales manager? If so, then you know that one of the most important aspects of your job is ensuring your team is as prepared as possible for every meeting.
This means giving them the right tools and resources to do their jobs well – and ensuring that they’re aware of all the latest updates in your industry.
That’s where sales enablement software comes into play. Sales enablement software can help you get the information you need out to your team efficiently and quickly while keeping them up-to-date on what’s happening in the company.
When you’re looking for the right Sales Enablement software, there are a few things to keep in mind:
Does this software suit your company’s needs?
First, ask yourself what your needs are. Do you need a customized solution or something that’s already been built? Do you have access to an existing customer database if it’s the latter? If not, can they provide one for you? If they can’t provide one, how much time will it take to build it? Can they help with onboarding and training as well?
How much time and money do you have to invest in the software?
Figure out how much payroll and money you’re willing to invest. Some solutions require more upfront investment than others (and some offer more flexibility). Look at their pricing structure and ensure that it fits your budget constraints.
Does this software offer a free demo?
A demo will give you a good idea of what you can expect from the product, and it’s a great way to test out whether it’s right for your needs. Keep in mind that some demos are more robust than others (you may have to sign up for an account before being able to see what the demo offers), so make sure that you have time set aside before starting your evaluation.
Is the software interface intuitive?
Another essential factor to consider is how easy the interface is. Some Sales Enablement software will be easier to use than others, so your user experience must be positive from start to finish. Try out multiple options and see which feels most natural for you and your team members.
What are the software features that are most important for your business?
What features does your sales enablement software need to have? Analyze your current processes and determine what you are currently missing. Then evaluate each vendor’s solution based on those needs. For example, if you want to be able to share files with customers, make sure that feature is available in all solutions under consideration.
How will the solution integrate with other systems?
Will it work seamlessly with your CRM system or email platform? You want something that will fit seamlessly into your existing business processes so that it doesn’t slow down workflow or create problems with other software on which your company relies heavily. When selecting a tool for your organization, it’s important to make ensure it integrates with your existing tools. Otherwise, you’ll spend time completing manual tasks that could be automated instead!
How will this tool impact your company’s culture and workflow?
Finally, look at user reviews and ensure that the company has positive feedback from current clients. This can be especially helpful if you have questions about implementation or ongoing support.
Learn More About Expedience Software
Sales enablement is a strategic, cross-functional discipline designed to increase revenue by equipping and empowering sales teams with the right information at the right time. It’s about arming your reps with the best skills, knowledge, and content to have more effective conversations with buyers. When done well, it helps transform your sales team from a transactional function into an advisory capacity. Expedience Software is dedicated to creating software solutions that empower your sales teams to succeed. Expedience Software’s sales enablement software is fully integrated into the Microsoft Office suite, making it intuitive and easy to use. Contact Expedience Software today to request a free demo!