5 reasons why you need to invest in Sales Enablement
What do we understand as Sales Enablement?
A lot has been said about Sales Enablement in the past decade. But let's go beyond the buzzword - what does it actually mean? There's several definitions floating around, but most describe it as a solution or set of solutions that improves the ability of a sales team to go to market. It helps them be more efficient and effective.
How we like to look at it is through the lens of the jobs to be done within a sales team. Things like: how do you create the best proposals, talk with your customers, train your team, improve customer satisfaction, differentiate yourself from your competitors?
A lot to handle, which is why a meticulously planned Sales Enablement strategy is a must for every sales team. Here's the five most important reasons to implement such a strategy asap!
1. It increases the productivity of your sales team
Just like the average knowledge worker, your sales team is also in creation mode every moment of the day. Proposals, presentations, emails… are just a few of the assets a sales rep needs to establish in order to support their sales flow. When your salespeople have access to the right tools and right knowledge at the right time - and thus not wasting their time looking for the correct information for example -, they'll be far more productive and efficient.
It's crucial you provide them with the resources they need to succeed, such as:
• An easy way to find back existing company knowledge,
• An accessible library full of best practices, tips and tricks from experts, customer case studies and more,
• Regular training sessions on new products, services and/or technologies.
2. It builds talent within your business
Sales Enablement is one of the best ways to build a better sales team. It improves the quality of work they deliver, increases retention and productivity, and makes them more effective at what they do.
Especially during onboarding, the right Sales Enablement stack can help your new sales employees understand what the company is about, how it provides highly competitive value to a specific audience, and how it differentiates itself from other competitors on the market. A successful and efficient onboarding isn't only great to get your new sales rep up and running in no time, but also increases employee happiness.
3. It generates new revenue opportunities
The power of the right tools lies in their ability to unlock knowledge: about your customers, your competitors, and especially your own company. This knowledge can then be used to create better proposals or even new products or services.
And that has a beneficial impact on your revenue. Understanding those three components faster and better, enables sales to identify more revenue opportunities. Not only will they spot more opportunities for upselling, they'll also identify cross-sell opportunities. That's the great thing about making sure knowledge flows freely between the different teams in your company!
4. It helps you differentiate from the competition
One of the most important reasons to get started with Sales Enablement is that it helps you differentiate yourself from the competition.
• You'll service your customers better: by providing more value, there will be an increase in loyalty. This leads to increased sales over time, as well as an increase in referrals.
• You're more competitive: with better proposals, more cross-sell and just better marketing tactics than your competitors', people will choose you over them when making a purchase decision because they know they'll get a better experience with what they're buying from you than if they went somewhere else.
• Your efficiency will improve: if your sales team knows where to find the right information and use it efficiently, then there's no way something can slip through the cracks anymore!
5. It improves customer satisfaction
Sales Enablement helps to improve customer satisfaction by providing customers the information they need to make better buying decisions. This can be in the form of the perfect proposal, relevant content, a spot on reference or even workshops that help them understand your products and services better.
The result? More satisfied clients and thus a lower churn rate, because they understand your product and grasp the advantages.
And it doesn't end there
There are many, many more benefits tied to implementing an effective Sales Enablement Strategy. If you're looking to make your sales team more productive and efficient, then there's no better way than investing in a well-rounded system that helps them close more deals.
Sales Enablement can also be used as a tool for building talent within your business, by providing training opportunities for both new hires and veterans who want to advance their careers.
In addition, it unlocks new revenue opportunities by helping companies discover untapped markets or find new ways of reaching existing customers through innovative technologies such as artificial intelligence (AI). If you want to see the power of that for yourself, I'd recommend you book a personal demo of our tool.
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