Sales enablement. You've heard the term, but do you know what it is? Quickly defined, it's the process of giving your sales team the tools they need to to make sales.
Whether you're a business owner, executive manager or a beginning marketer, it's important to know what sales enablement is and what it can do for your business. Smart sales enablement tactics can help businesses engage buyers and cultivate brand loyalty.
Sales Enablement in a Nutshell
Sales people need information to engage buyers and gain their trust. A sales team that supplies customers with the right information can help them make decisions about which products to buy. Sales enablement typically involves arming a sales team with easy to consume information that can help customers step-by-step through the sales process.
How to Get Started
So, sales enablement sounds like a good idea, right? Sure. But how to get started?
- Evaluate your current processes. Does your sales team have the information they need in order to make sales? Some companies struggle with a lack of information, while others struggle to present information in a format that sales people can access quickly and easily. To find out how effective your sales enablement is, assign a task force to evaluate your current processes.
- Make a plan. Once the evaluation is completed, make a company-wide plan to align your business processes behind your sales team, and to maximize sales enablement. Work with leadership, marketing and sales to develop a plan that is both comprehensive and cohesive. Build into the plan a periodic schedule to re-evaluate and monitor success.
- Have a metric for success. Re-evaluating your new sales enablement plan is useless if you have no way to measure your success. Create a metric that establishes a baseline and measures progress. Assign a team to monitor progress and produce periodic reports.
- Get software. Sales enablement software exists to help sales teams access information quickly, and on the fly. It's not enough today to get the software; your sales team must also know how to use it. Roll out your sales enablement software with extensive trainings to ensure that your sales team can make good use of their new tool.
Know Your Customers
Sales enablement can only work if your sales team knows your customers inside and out. To best communicate with your customers, your sales team must understand their priorities, basically, who they are and what they want. This information should come from your marketing team. Good research analysis performed on a regular basis can help your company identify its customers and their priorities.
Get Started Today
Sales enablement means empowering your sales team with the right tools, resources, and content to help them keep sales conversations and prospects moving in the right direction as smoothly as possible. For many businesses, this is harder than it sounds. To get started, work with an experienced marketing team. At ProFromGo, we help modern businesses develop an effective online marketing strategy. Call us today for a consultation.
