What Is Sales
Enablement

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Sales enablement is a holistic approach to increasing the performance and productivity of sales teams. It provides sales teams with the knowledge, tools, and resources they need to engage and close leads, prospects, and clients.

Key Points:

  • Sales Enablement increases productivity and helps to close sales.
  • Small & medium-sized businesses have increasingly adopted Sales Enablement to compete with enterprise organizations.
  • Employees feel more empowered and motivated with Sales Enablement.

What Is Sales Enablement?

what is sales enablement

Have you ever wondered why some businesses become far more successful than others, even with similar products? It’s because they use Sales Enablement.

Sales Enablement includes training materials, updated collateral, and solutions to streamline processes. It also provides technology for lead management and reporting. Organizations increase the likelihood of success by creating a strategy for sales and lead follow-up. This ensures that sales teams always have the support they need to close deals and exceed quotas. The platform also helps with team morale and performance by letting employees know they are valued. Additionally, with sales enablement, management has data needed to review and improve performance.

With more competitive markets, sales enablement helps teams to stay on top of their game. There has been a 343% increase in adoption rates of sales enablement platforms over the past five years. Sales Enablement is about empowering individuals to deliver exceptional customer experiences. This drives longterm growth for the company. In an economic downturn, Sales Enablement can make all the difference.

"A Sales Enablement Platform is a SaaS (Software as a Service) that serves as a centralized database for lead generation and retention as well as customer relationship management."

Why Is Sales Enablement Important?

With competitive markets and economic downturns, companies need to be more efficient. Additionally, employees need to be more empowered.

Potential clients need decision-enabling materials, while sales teams need training with best practices. Both need to use automation as part of the sales process. Managers need to be able to view and react to market and client information streams. The use of automation as part of Sales Enablement results in much higher closing rates.

A good Sales Enablement Platform will help bring in new clients and revenue.

Here are five of the most important reasons why sales enablement is essential:

1. It Helps Sales Reps Close More Deals

Sales Enablement gives teams processes, tools, resources, up-to-date product knowledge, and training. This improves performance and increases the likelihood of closing deals. Without Sales Enablement, sales teams may struggle to stay organized. They may be unaware of the latest features and benefits that can help them sell more effectively. Sales Enablement translates into increased closed deals and higher revenue for the organization.

2. It Enhances Competitive Advantage

In a competitive market, businesses must stand out and establish their unique value proposition. Sales Enablement gives sales teams the knowledge and resources they need to communicate. This improves performance and sets companies apart from competitors. Potential clients have already researched your company - but they need more. Organizations must respond to customer concerns and objections with relevant and up-to-date information. This leads to more successful sales conversations, giving companies an enhanced competitive advantage.

3. It Reduces Costs

The sales process can sometimes involve many departments and resources. Sales Enablement streamlines this process by providing sales reps with the needed tools and training to close deals. This not only improves the success rate of sales but also reduces costs for the company. By improving communication between departments and utilizing AI data-driven techniques, Sales Enablement helps to optimize resources and cut wasteful spending. Additionally, Leads can be very expensive. By optimizing each lead with enhanced data and a guided process from lead to prospect, new leads are more efficiently used, and companies can save on marketing and lead costs.

4. It Increases Client Satisfaction

Sales representatives can find better solutions when they have the correct information. This leads to higher client satisfaction as well as increased upselling and cross-selling opportunities. Sales Enablement also helps streamline the sales and client service process. It reduces misunderstandings and ensures that all team members clearly understand their responsibilities. Providing exceptional client service can make your company stand out from the competition.

5. It Boosts Morale

Sales Enablement strategies provide teams with the training, tools, and resources to close deals. But there’s another benefit to these strategies: they can boost team morale. When sales reps have everything they need to succeed and hit their targets, they feel confident and motivated in their work. This can lead to increased productivity and positive workplace culture.

Here Are Three Great Ways to Use Sales Enablement.

Training Alignment
1. As a training and onboarding tool

One of the essential functions of Sales Enablement is training. Salespeople need to learn how to sell their products or services. This includes learning about the features and benefits of the products, as well as how to close a sale. Sales Enablement can also provide training on the company’s CRM system, website, and marketing programs. New salespeople can onboard as well.

2. As a database for sales tools & resources

Salespeople need access to a variety of tools to be successful. This includes product information, pricing, marketing materials, and customer case studies. Sales Enablement can provide salespeople with all of the necessary tools they need to sell effectively. It can also help them customize their selling style to meet the needs of their customers. Salespeople can also take advantage of automation tools in the sales process.

3. As a Support System

Even the best salesperson can’t do it all alone. They need support from their manager, teammates, and other departments within the company. This includes access to customer data, order processing information, and technical support. Sales Enablement provides this support by allowing salespeople access to needed information. This helps them work more effectively with other team members. Which, in turn, increases productivity and customer service.

"See How Tiger’s AI-driven CRM & Sales Enablement Services Combine to Guarantee More Closed Deals"

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How Do You Structure A Sales Enablement Team?

A good Sales Enablement team can make the difference between a successful and struggling sales organization. You want to structure your team so that sales reps sell more effectively.

Some possible objectives include:

  • Define a clear structure and delegate responsibilities to team members.
  • Outline the role of sales enablement for different teams.
  • Demonstrate the use of technology in everyday sales, lead management, and customer service interactions.
  • Track and analyze sales and other data (for managers.)

The Takeaway

In the past five years, searches for “Sales Enablement” on Google rose by around 51.2% yearly. This is because Sales Enablement works, and more businesses are recognizing this fact. Sales Enablement is a process that helps salespeople sell more and makes companies far more competitive. It provides sales teams with training, tools, resources, and support. The most successful companies have Sales Enablement practices. This ensures that teams have the skills and knowledge they need. Adoption of Sales Enablement platforms is increasing as small and medium size businesses seek to become as competitive as enterprise organizations by using the same productivity tools.

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