In today’s time, a business has to face a new challenge almost every day and sales enablement for businesses is being seen as the long-term solution to solve today’s business problems.
You must’ve probably heard the term sales enablement a lot lately as it is a hot topic in sales organizations these days. And it should be as companies that practice sales enablement have 15% better win rates than those without it.
But what does “sales enablement” really mean for your business? Why is it important? And when does it need to be a priority?
We’ve put together this “sales enablement for businesses” guide to answer your questions. Let’s begin!
What is Sales Enablement?
Sales enablement for businesses is the process of equipping your salesforce with the right tools, information, and content that can help them sell more effectively. The primary objective of sales enablement is to empower the sales reps so that they can keep the customer engaged throughout the sales funnel. It involves having easy access to content and information that can prove helpful to the enablement process.
Sales enablement for businesses has always been less about sales and more about the buyer. To put it simply, sales enablement is about providing the sales force with the resources they need to provide customer solutions and sell more effectively. However, the definition of sales enablement often depends on who you ask. Different organizations have different ideas of what it means and how to approach it.
Why is Sales Enablement Important?
Sales enablement is a process that allows the sales reps to achieve their sales quotas efficiently. With the help of sales training tools it brings to the table, sales enablement for businesses identifies the strengths and weaknesses of their team and leverages this information so that it doesn’t have to depend on a handful of experts. One way to do that is to designate the experts as leaders/trainers of the program.
Sales enablement solutions provide sales reps with best practices, insights, sales enablement tools, and resources required to meet their targets. It is an effort to help the salesforce understand what it takes to be successful in a sales organization.
There are many other benefits of sales enablement, too.
1. Sales Readiness
Sales readiness is an important aspect of sales enablement for businesses. It involves all the activities that equip the sales reps to sell. It involves onboarding, sales enablement training courses, continuous learning, and monitoring.
2. Sales Engagement and Retention
Sales enablement is meant to help reps succeed and when they are able to produce better results, they’re more likely to be satisfied with their jobs. This can ultimately result in reduced employee turnover for the companies.
This is not only limited to sales reps, sales enablement also empowers the reps to keep the prospects engaged throughout their journey.
3. Client-Facing Success
One of the important functions of sales enablement for businesses also includes easy access to relevant content. The benefits of this are not only limited to sales reps but also extends to everyone who faces the client. This includes everyone from sales engineers to service teams and channel partners as well.
When Do You Need Sales Enablement?
Sales enablement is needed by an organization at all stages. Like most other things, every situation is going to be different from the other. But, every organization needs sales enablement sooner than they think. A sales enablement for businesses is a game-changer that unlocks the new potential of your marketing and enablement teams.
No matter where your company stands, be it introducing document management, implementing CRM, thinking about sales enablement content strategy, or ready for content automation, the sooner you consider it the sooner you’ll reap the benefits of sales enablement.
Sales enablement should be a part of the cultural structure of an organization. If a sales enablement plan offers increased revenue, then it is safe to say that not just sales but the entire organization benefits from it. Sales Enablement curates tribal sales knowledge and content from any source to offer sales content repositories and playbooks that work. EnableU offers an all-in-one sales excellence platform that combines a proven framework of standards with sales readiness and enablement tools.