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What is sales enablement and why it is important for your business.
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Sales Enablement Date – 06/20/2022
What is Sales Enablement The field of sales enablement is predicated on providing salespeople with what they need to engage their target buyers. As such, it’s important to provide sales with the resources the buyer wants. What sales enablement provides to salespeople is a critical part of defining your program. What you provide usually takes the form of information. We group this information into two categories: • Content that sales will provide to the buyer • Best practices, research and tools that sales will consume internally
Why is sales enablement important? • Sales enablement plays a key role in scaling the sales organization beyond a handful of overachievers. It provides all salespeople with the best practices, knowledge, tool and resources required to be successful. One sales enablement best practice is to designate overachievers as leaders/teachers of the program.
What Do Sales Enablement Teams Do All Day? • Sales onboarding and continuous learning programs • Creation of sales assets and sales training content • Ownership and implementation of the sales coaching strategy • Sales communications • Cross-functional communication • Management of sales tools and user best practices • Measuring and reporting on sales enablement program success
Sales enablement examples • 1. Build a long-term strategy that includes roles specific tools, processes and scalable, repeatable best practices. This can be done by partnering with the sales organization to agree upon specific goals, deliverables, milestones and responsibilities. • 2. Drive better conversations and achieve higher conversion rates by facilitating seller and buyer access to on-demand, in-context, and high-quality engagement materials.
h • 3. Eliminate conflicting messages among prospective buyers by breaking down departmental silos in your company. It’s important to adopt organization-wide communications tools that automatically sync everyone on new available resources or workflow updates. • 4. Improve bottom lines and scale growth by systematizing sales training activities and coaching to deliver best-in-class outcomes.
