Many companies lament that despite investing a lot of money into sales enablement tools, they don’t see the results they were hoping for. Such organizations flit from one sales enablement platform to another and find that none of them really work as expected. End result: Sales enablement takes a backseat. It becomes something for the management to do, but the #1 reason for this is lack of user engagement. The end users–the salespeople for whom the sales enablement software was bought in the first place, just don’t bother using it. If that happens, then no matter how good your sales enablement software is, you won’t get the results! To successfully navigate through this roadblock, you need to understand why your sales enablement software is being rejected. Generally, it is because the salespeople are too busy doing their own thing-too busy selling, too set in their ways to use the new system. Here’s how you can change that.
CRM and leads
Your salespeople may be hesitant to migrate from the familiar environment of their CRMs or spreadsheets into your new sales enablement software. What you can do to overcome this challenge is, ensure your sales enablement platform integrates with the tools your salespeople are currently using. This will make the transition easier for them. For example, if your salespeople use Salesforce CRM to capture lead details. Opt for a sales enablement software that integrates with Salesforce CRM, so the leads are automatically pushed into the new software even if your salespeople are still using the CRM.
Email and assets
No matter how much you push your salespeople to send emails using the new sales enablement software, chances are, they will continue to use their Outlook or Gmail.By integrating your sales enablement platform with your email software and assets, you ensure sales communication is being tracked by your new sales enablement software.
Phone records
Another area your sales enablement software should cover is–calling. Calling is a primary sales function and if you can get a sales enablement software that integrates with your voice platform, your salespeople are more likely to use it often. By allowing your salespeople to make phone calls to their contacts and supporting the delivery of assets such as pre-recorded voicemail messages from right from your sales enablement platform, you are making life easier for your salespeople.
Your salespeople have too much going on. At the same time, they most probably already have their own way of doing things. Expecting them to throw it all away and jump onto to your new sales enablement software is unrealistic. Integrating your sales enablement system with the existing sales environment is the key to successful adoption of your sales enablement software.
