With the advancements in the technology and tools available, sales enablement has become a crucial component of many successful business models. It is not just about having access to the latest tools and technology to make your selling process more efficient and data-driven.
Around 84% of sales executives say content management, search, and utilization were their top productivity improvement areas.
It is also about the ability to hit goals and innovate your business. Sales enablement is also a good idea for your team. They can use it to improve as they work with customers to help you achieve your company's goals.
in this article, I will share the benefits of sales enablement for your business.
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Sales Enablement |
What are the benefits of Sales Enablement?
The benefits of sales enablement are wide-ranging, transforming low-performing or mid-performing sales teams into high-performing teams of excellence. When sales enablement programs are integrated into your organization's structure, you will inevitably discover additional benefits and new opportunities across the rest of your company -- extending to your C-suite, but also to marketing, IT, and customer success teams.
Here are some benefits of sales enablement and how they can unlock a return on investment:
1. Empowering sales managers
Sales leaders are key sales enablement implementation drivers for sales, so getting them on board is critical.
Strategic coaching and sales rep training take time (months), while continued career development is a year-long endeavor. A productive sales enablement program (supported by sophisticated, easy-to-use technology) enables managers to recruit better and to scale more quickly.
Sales enablement platforms come preloaded with self-service tools, asynchronous training modules, and interactive development checkpoints, taking the burden off sales leaders, who otherwise do all of the heavy lifting.
2. More Effective Sales Hiring
Finding talented candidates to fill the ranks of your sales force can be one of the hardest, most time-consuming parts of optimizing sales effectiveness for your organization. In addition to equipping sales teams and helping to onboard new salespeople, an effective sales enablement team can help your organization in finding qualified talent.
Few professionals in your organization will be better equipped than your sales enablement team to know what to look for in a new salesperson. For that reason, sales enablement often plays a central role in your sales hiring process.
They can identify candidate competencies and traits needed to succeed, as well as offer useful sales interview questions and cues for measuring it.
3. Better Sales Training
Around 26% of sales reps claim their sales training is ineffective. In addition to correctly training sales reps and onboarding new reps, providing your team with consistent training is essential.
Hermann Ebbinghaus's "forgettable curve" theory shows that we remember only around 20% of what we have learned after we have been exposed to new information for 30 days. For sales reps, that means no matter how great their training materials are, they probably will not retain a lot of the information if it is not reviewed regularly.
From designing and implementing a whole-team training initiative for sales representatives to providing managers with sales-related takeaway materials to sales coaching, sales enablement plays a proactive role in sales rep training across the organization. As a result, sales training efficiency improves by 29% for companies that have a dedicated sales enablement function, according to Gryphon.
4. Improved Sales Content Creation
Producing engaging, relevant content is one of many roles for the sales and marketing teams and enablement team.
A sales team can use this kind of targeted content to drive the customer down a customer journey, as well as close deals more efficiently. Sending sales reps out in the field without the proper content is like sending a chef out into the kitchen without all of the ingredients.
With an effective sales enablement team, you can ensure that different departments in your organization are working together to create the sales content your teams need to succeed. With all these other sales enablement benefits above, effective sales enablement is often one of the most influential elements in a high-performing sales team.
At Fine Media, we are committed to helping sales organizations optimize sales productivity across your teams (from sales and marketing to RevOps, to customer success) through our HubSpot-certified inbound marketing expertise. If you are ready to give your employees the training they need to fully realize the benefits of sales enablement, we can help.
5. Improved Process and Tool Implementation
Modern sales teams depend on a wide array of tools and software solutions to reach prospects and pitch products in the most compelling ways.
However, determining the best fit for your team and sales cycle can be difficult with so many different sales apps and tools. Implementing solutions and integrating them into your sales process can be difficult as well.
Fortunately, sales enablement makes both tasks much easier and more efficient.
Curating and implementing sales enablement software and other sales tools is a major responsibility for the sales enablement team. Sales enablement gives your organization a specialized team that can select the best tools, apps, and solutions for your company. Then, that team can help you integrate these solutions into your sales process, and train your sales teams to use them to improve sales performance further.
We can save your sales team time and cost by pointing you to HubSpot's Sales Hub. HubSpot is the market leader in bringing your data and team together in one place.
6. Sales efficiency
It goes without saying, but the main benefit of sales enablement is making sure that your sales team is operating at a technical level with greater efficiency.
Sales enablement data can integrate with existing CRM systems. Any process changes you make within the sales team, or strategic re-alignments can quickly scale up and down, depending on the needs.
You will not need to worry about data sets that are at odds, or the time spent updating different software by hand. The upshot is you can spend more time selling instead of data input. Reduced overhead, fewer admins, and increased uptime.
7. Marketing and sales unification
The ultimate dream for any CEO or Director is complete transparency in the cooperation of the marketing teams and sales teams to achieve mutual benefit. This is just a pipedream in some companies, but not in yours.
At its heart, sales enablement requires complete customer engagement, and integration of the marketing and sales processes end-to-end. They are two sides of the same coin.
Dissolving the silos and getting everybody to play on the same team is not easy, especially if you do not have the right tools and protocols. A sales enablement platform, for example, is the glue that holds the marketing and sales teams together.
A platform serving as the one-stop shop for all marketing materials, customer insights, and sales data means everything that sales agents or lead generation experts need is housed in one central place.
8. Improved customer experience
Regardless of the industry in which you are working, buyers today are expecting consumer-like experiences with sales and marketing interactions. No prospect wants to feel like they are just one name amongst dozens on your list or get generic messages across channels that are not convenient for them.
A few years ago, it was likely the B2B industry would struggle to live up to that expectation. However, today sales enablement tools are designed to enable highly tailored, frictionless sales campaigns, and do it at scale.
For companies that are willing to invest in solutions that optimize the purchasing experience, more meaningful business relationships soon will follow.
9. More time for selling
All salespeople who work without sales enablement software will tell you the same: They are not spending most of their workdays selling. According to Digital Marketing Community research,
64% of sales reps spend most of their time not selling, moreover, they do the following:
- 25% of sales reps do administrative tasks.
- 16% of sales reps do service tasks.
- 7% of sales reps travel.
- Finally, only 4% train.
That is an enormous proportion of a worker's day in which the seller is not pursuing business goals.
By automating administrative tasks, streamlining workflows, integrating with other proven sales enablement tools (such as Salesforce and Hubspot CRMs), and making internal and external communications efficient, sales enablement tools reduce low-value, repetitive tasks by as much as 23%.
Sales enablement tools mean that there is less time spent on manual, monotonous tasks, so sales teams can focus on higher-value sales activities, like closing deals, nurturing customer relationships, networking, reviewing offer metrics, and moving to the next prospect.
Empower Your Sales Team
It's unlikely that incorporating a sales enablement strategy will occur overnight and it may require significant changes in your daily operations and company culture.
For this strategy to be successful, it requires commitment from senior management and hiring a sales enablement manager to continually scale, upgrade, and improve on it. Today, sales teams understand that an effective sales enablement strategy is a continuous process that needs to be tracked and managed effectively throughout the buyer's journey.
Salespeople who succeed at their jobs directly relate to a successful company. Empower your sales teams with a strong sales enablement strategy template and watch them grow and improve based on data-driven reports.
Ready to Unlock the Full Potential of Your Sales Team?
If you've been inspired by the transformative power of sales enablement, it's time to take the next step with Fine Media. Our specialized services can provide your sales team with the tools, strategies, and insights they need to excel.
Why settle for average when you can achieve extraordinary? Let Fine Media guide you through the intricacies of sales enablement and watch your revenue soar.
