You need to offer your salespeople tools and assets that will make their job easier and help them sell faster. But, you also need to make sure those tools and assets are being put to the right use, at the right time. Do you really have the time, to focus that intensely on each sales person? Can you guide them and offer them timely support and answer any questions that they may have about your products/services or marketing strategies, assets and campaigns? Most likely, NO. This is where sales enablement can help.
Sales enablement brings the following key elements to your sales process:
- Lead visibility: One of the key challenges your direct sales team faces is lack of lead visibility. Most salespeople find that they have no clue what their lead are up to. Are your salespeople targeting the right kind of leads? How are your salespeople following up with their leads? Successful sales enablement gives your salespeople 360-degree lead visibility.
- Guided sales process: Sales enablement gives your salespeople a guided sales process that helps them sell more effectively through sales playbooks. A sales playbook is a systematic organization of all marketing and sales assets and data that your salespeople will need to push your product and services.
- An awesome sales onboarding and training process: Your sales training and onboarding program plays a key role in helping your salespeople sell effectively. Sales enablement ensures your training and onboarding program spells out the sales process clearly. It defines the process flow for all types of leads and all steps in your sales cycle and document all the sales best practices are and make them available to your sales team.
- Alignment of marketing function with sales: Another challenge your direct sales team faces is a lack of personalized marketing and sales communication. Your corporate marketing team is too busy to offer individualized support to each salespeople. As a result, your salespeople are not in a position to sell the vendor’s products/services as aggressively as they’d like to. For your sales to truly take off, you need great marketing and sales campaigns, designed for your audience. You may be a brand, but for the end consumer, it is all about who they are buying from. If you want your salespeople to be able to sell your products/services effectively, you need to help by offering them the sales materials they need, as and when they need them. Sales enablement lets you do that effectively and efficiently.
Liked what you read? Then you might want to watch the Mindmatrix-SiriusDecision Webinar on Sales Enablement, The Missing Link that discusses:
- What are the most important attributes for a successful sales enablement program
- How you can create a strong direct sales team to sell your product and services
- What are best practices in direct sales enablement
- How you can create a guided sales process for your direct sales team
Please click here to watch the webinar recording!
