If you give one of your employees a task and provide them with a range of relevant resources so that they can accomplish the job more easily, the outcome is likely to be much better than if you hadn’t given them a shot. inch.
It’s the same with your sales team: if you give your sales reps the tools, resources, and supports they need to convert your leads, they’re bound to close more deals and generate more revenue for your business.
But how do you know if your sales teams have the right resources to take on as many leads as possible effectively throughout the buying journey and boost conversions? The solution may lie in “sales enablement”.
Definition of sales enablement
Sales enablement, also commonly referred to as “sales assistance” in France, is an ongoing process of providing your company’s sales teams with the resources they need to close more deals. These resources can include content, tools, knowledge, and information to effectively sell your product or service to your potential customers.
Who is in charge of the sales enablement?
The measures of strategic Ecuador WhatsApp Number List implementation and activation of sales enablement belong to both your marketing teams and your sales teams.
Your marketing department usually provides your sales reps with the full range of resources they need to sell effectively. These resources and materials often include videos, blogs, and phrasebook and product guides that help sellers better understand interactions with potential customers. Salespeople then share all of these with prospects and potential customers to help them convert.
But your sales team can obviously communicate with the marketing department about the types of missing content and materials they might share with prospects in each cycle of the buying journey. New content and materials can be created and shared in association with sales teams to enable them to reach more prospects and sell more effectively.
Since the sales and marketing teams are both involved in the sales enablement process, they will together have an impact on your company’s overall sales strategy.
Sales enablement strategy
One sales support strategy is going to be for your business to provide sales teams with the resources they need to sell effectively. This strategy should be tailored to the specific needs of your sales reps so that they can more easily reach your target audiences and close more deals. It should include an analysis of several essentials like resources, tools, different content, and all the information you provide to sales to help them convert more leads into customers.
Now let’s take a look at the different aspects that your sales enablement strategy should include, such as reporting and analytics, optimizing content for sales, technology and automation, and software that can help you achieve your goals. .
Reporting and analysis
The modern sales world is driven by data. But a constant flow of information and data can overwhelm your salespeople and hurt productivity. Fortunately, a sales enablement strategy can help turn data into a real asset. Here are some ways to do it:
– Standardize analysis reports
The most immediate way to gain valuable insight from sales data is to agree on a set of standardized sales reports. Reporting needs vary from company to company, but your reports should normally include all activity recorded by sellers, product demonstrations performed, a track record of closed and rejected deals, and total number of leads. generated.
– Examine the sales process
Often times, corporate reports highlight the disconnecting points in the sales process. For example, if your sales team does a significant number of product / service demos each month, but few of them result in deals, your business should look at the entire demo process.
Either way, a sales process audit is an essential solution to uncover areas where a company’s sales performance could be improved.
– Qualify leads
Salespeople today are often overwhelmed by a mass of data and information about people who sometimes do not really correspond to their target. This is why the qualification of leads is an essential step for your sales teams.
Thanks to sales enablement techniques, it is possible to implement lead scoring systems that assign a positive or negative rating to all your business contacts based on data capable of indicating which leads are ripe for the purchase phase. .
Businesses using customer relationship management (CRM) software can instantly and automatically pass newly converted leads on your website to your salespeople while less qualified leads are moved to a queue. CRM wait that your salespeople can take care of in their free time.