7 Ways Sales Enablement Helps You Sell More

Perhaps the most difficult part about hiring a new sales person is teaching them your sales process. Studies show that nearly 84% of sales training is completely forgotten within the first 90 days. This can become incredibly time-consuming especially if you find yourself having to train multiple people at the same time. For the most part, it will require your best sales rep to stop what they’re doing for a few days, or even months, and do their best to teach the new recruits their strategies and best practices. Success is not guaranteed, but two things are certain, your best sales rep will have to spend more time away from selling and your turnover rate will skyrocket (if it hasn’t already).

To solve this, TigerLRM offers a unique solution. First, they give users access to an advanced Learning Management System that lets them build and deploy onboarding and training programs in a fraction of the time and without having to rely on their top-performers to also be top-teachers. When choosing a CRM, make sure it has a learning management system. Secondly, they equip each account with a built-in Sales Playbook that can be filled with sales strategies, performance insights, best practices, and more. For those new to the concept of a Sales Playbook, it is a powerful tool that some of the most successful brands in the world use to increase their sales process adoption and to create a positive work culture.

Without an easy way to keep producing new leads no business can be successful. Since prospecting for leads isn’t as exciting as closing them it can often be overlooked, which in turn results in leads that don’t close because they weren’t given the care and attention they needed to close. Business owners know the cost of providing their team with lead prospecting tools, so the frustration they feel when they see that those tools aren’t being used is understandable.

Most business owners and sales managers underestimate the negative impact of allowing outdated, inaccurate, and/or inconsistent sales materials to float around from one sales rep to another. As a business owner you must realize that unproductive prospecting is more than a waste of time, it can double the cost of acquiring new accounts. This is where TigerLRM’s innovative tools for assisting teams with lead prospecting comes into play. What TigerLRM does first is give sales reps direct access to updated and approved sales materials through a built-in Sales Content Manager. According to a study by Spotio, 42% of sales reps feel they don’t have enough information before making a sales call, which naturally will result in low win rates. With a centralized system for storing and sharing sales content you’ll make sure that your team has the materials on-hand to avoid letting that sale slip away.

Once a lead is in your system, how long does it take before a sales rep follows-up? Who assigns the lead and who is making sure it gets handled properly? These and other tasks are part of the multi-step process that most sales teams have to go through in order to start working on a lead. For organizations that deal with large volumes of leads that all need to go to different departments or to specific team members, adding additional steps to the lead management process can be overwhelming. That means that sales managers are busy doing administrative tasks and aren’t able to focus on pushing their team to the close more deals.

TigerLRM offers a unique resource as part of their sale enablement add-on services that solves the lead management conundrum. For a small monthly fee they offer a sale enablement team that will take care of the entire lead management, distribution, and monitoring process virtually. That means your sales manager will no longer have to spend time coordinating leads, assigning them to the right rep, or making sure they are receiving the proper follow-up. They will be able to count on our team of sales enablement experts to do that for them, so they can focus on more important tasks.

Can you think of any sales cycle where a salesperson doesn’t need sales collateral or sale material of any kind? Whether they need to store it, organize it, or deliver it, every sales person needs easy access to your best and most updated materials. These days, most sales collateral comes in digital form, like PDF flyers, case studies, comparison charts, infographics, explainer videos, testimonials, eBooks, just to name some examples. This is the stuff that businesses pay a hefty price to have produced and nothing irks a business owner or marketing manager more than to see sales reps sharing outdated and inaccurate sales collateral with customers. Avoiding that scenario starts with implementing an efficient way of managing sales content so you can streamline the sales cycle and move the pipeline faster.

TigerLRM’s Sales Content Management system is one of the features that most users start using immediately. This is because it produces nearly instant benefits when it is offered to new-hires during their sales training and onboarding. Nothing helps an overwhelmed trainee more than being able to quickly find answers to their questions. With TigerLRM you’ll connect sales reps with critical resources and gives sales managers a reliable way of getting new sales collateral to their team, regardless of their location.

In a recent study, it was found that only a tiny fraction of sales are closed during the first point of contact, only 2% to be exact. When you consider that closely, it means that 98% of sales will absolutely require a follow up and it also means that your follow-up strategy will decide how many deals you close each week. In some instances it can be something as simple as the fear of being rejected, but in most cases it’s due to an overcomplicated or non-existent sales process. The story repeats itself time and time again in sales rooms across the world. A lead comes in but sales reps don’t see it or are too busy so it goes unattended, or someone reaches out to a lead and promises a follow-up but forgets to make the call. As a result of the lack of persistence, or forgetfulness, leads are lost and business owners are left to wonder how to stop the bleeding.

Luckily, TigerLRM was designed with the purpose of solving this very issue. With automations that can be setup in just a few clicks, sales reps can target multiple leads at once and program follow-ups and drip campaigns to run on auto-pilot. That means no matter how many leads or tasks they may have on their plate that day, following up will not be a problem. Another big advantage of TigerLRM is that reps can follow up by sending text messages (SMS), emails, and make calls all from within the platform. This goes beyond sales; your CRM using Sales Enablement is essential for Customer Relationship Management. It’s important to keep in mind that while SMS messaging and integrated telephony are built into TigerLRM, they are premium add-ons that require an additional fee to be used.