Is a sales enablement strategy right for you and your company?
If you're running a small to medium-sized sales team or are a solo entrepreneur, you may wonder, “Is sales enablement right for you and your company?”
Trick question! Of course it is, but why?
TDLR:
- Sales enablement helps smaller sales teams succeed; no company is too small.
- Using sales enablement will increase your sales closings, enhance revenue, empower your employees, and deliver high customer satisfaction.
What is Sales Enablement, and Why Do You Need It?
Sales Enablement is the process of giving your sales, client services, and marketing teams the tools, training, content, and techniques they need to follow the buyer's journey to close deals faster and give far better customer service. It helps your teams stay up-to-date and well-trained with best practices in your industry.
Sales enablement can help your company with:
- A lack of qualified leads
- Lead burn rates
- Low conversion rates
- Long sales cycles
- Customer Churn
- Low customer satisfaction
How a sales enablement strategy helps you overcome problems that small sales teams face.
When you implement a sales enablement strategy in your CRM, your company will grow revenue and sales, empower your employees, raise customer satisfaction, and become a more competitive business.
Your company can reach new customer acquisition and retention heights with sales, customer support, and marketing teams working together towards a common goal.
Here are just a few common challenges that your business could be facing and how a sales enablement strategy can help:
Lack of qualified leads: Salespeople are consistently challenged to find qualified customers who can commit to the changes needed to move forward. If sales teams aren’t using all their resources effectively, they often burn through leads, even qualified ones. Sales enablement can help by giving salespeople the tools and strategies to convert existing leads and generate highly qualified leads. Sales teams receive valuable content that matches buyer stages, use funnels and landing pages, and leverage social proof.
Low conversion rates: Salespeople, especially new sales team members, face challenges converting leads into clients. The sales process requires that salespeople become trusted advisors who build value with leads and provide them with solutions instead of features. Sales enablement helps salespeople become trusted advisors and improve their sales skills using scripts, content, training, and technology that enables them to connect better.
High customer churn: Do your customers stop doing business with your company just a bit too soon? Then, you have high customer churn. Customer churn is the rate at which your clients stop doing business with your company. Sales enablement can lower customer churn – dramatically – by providing sales and client service teams with the techniques, technology, and procedures needed to keep existing customers, upgrade them, and cross-sell to them.
Low customer satisfaction: Getting a new client takes far more effort than keeping an existing one, so keeping your customers’ satisfaction rate high should be a priority for your teams. Sales enablement combined with your CRM can give your teams the right content at the right time, continually train your teams, and provide a “one-truth” in the CRM so that everyone has the same picture of each client and their needs.
Do you have a team of 3 or more salespeople and want to get started with sales enablement? We’ll give you a $12,000 boost for your business – Find out if you qualify!
How to Get Started with Sales Enablement
While sales enablement is often thought of as very complicated, that’s not the case at all. Sales enablement can be broken down into easy-to-accomplish steps; here are a few that you should consider to get started with sales enablement:
Define goals: Before you invest in your sales enablement program, consider what you want to accomplish. Are you interested in increasing revenue, shortening sales cycles, or growing client satisfaction? While all those goals can be accomplished simultaneously, you must have your goals written down and clear before you begin. If your company has limited resources, pick one area to work on first.
Audience identification: Ideally, sales enablement will cover every department in your company, but as you begin, you may need to pick a particular audience. Identify the audience, departments, and teams that can benefit the most from sales enablement, then grow your sales enablement from that start.
Content creation: Content is one of the most important aspects of sales enablement. Content is not just for your leads and clients; it’s also for your sales and client service teams. Your content must follow the client journey, from research to the sale and into implementation. Your clients need to understand the solution you are offering them, and your team needs to understand how to sell that solution.
Pick your tools: Ensure you have a CRM that is right for your team, which isn’t too complicated but has enough room to grow with your needs. Your technology should include a learning management system, a playbook, and a content management system.
Manage it: Now that you have these steps, you’ll need to choose a sales enablement manager in-house or use a service (like TigerLRM) that can do sales enablement for you. As you progress with sales enablement, understand that your growth will change your priorities.
Measure it: It’s essential to establish measurements and key performance indicators (KPIs) to track your results, understand the change level, and make adjustments as you move forward.
In closing:
Sales enablement is right for every business, including yours. But you’ll need to plan out your goals carefully. However, implementing sales enablement can grow your revenue by 20% or more, and combining sales enablement with a CRM can mean much higher growth rates. Sales enablement will allow your business to compete with much larger companies and give you a competitive advantage over companies the same size as yours.
How to assign a user to become a sales enablement professional in your TigerLRM Dashboard.
To assign a sales enablement user, simply go to Administrator > User Management > Edit User.
Once you are on the user's information, you can select if you want them to be "Non-Admin," "Admin," or part of the "Enablement Team." Save this information, and your desired user will have the right access.
You can access your Dashboard here.