Sales enablement is critical to your company’s success. In fact, Forrester recently found that “The average organisation that succeeds in the digital age has an employee-driven sales strategy with implemented sales acceleration techniques, such as sales acceleration programs, dynamic selling, and other software-enabled sales techniques.”
With this in mind, companies must implement an effective Sales Enablement Strategy to support their field team and drive performance up consistently. Read on to learn more about the value of Sales Enablement and how you can apply these principles within your own organisation.
What is Sales Enablement?
When you think of the word “enablement,” what pops into your mind? If you’re like most people, you might think of words like assistance, assistance, or empowerment. Sales enablement is defined as the services and resources provided to enable salespeople to do their job better and faster. In other words, enablement is the act of providing support to someone to help them do something.
When it comes to Sales Enablement, this translates to providing salespeople with the tools, resources, and information they need to be successful at their job.
Why Is Sales Enablement so Important?
There are a number of reasons why sales enablement is so important for sales organisations. Let’s take a look at the top three.
First, sales enablement helps companies to close more deals faster. With the right tools, information, and support in place, salespeople are able to increase their productivity and close more deals. More deals closed equates to bigger sales and more revenue for a company.
Second, sales enablement helps companies to maximise the value of each salesperson. You see, great salespeople are hard to find. They’re also hard to retain. That’s why it’s essential to find a way to maximise their value and keep them with your company for the long haul.
Third, sales enablement creates a consistent customer experience.
What is the Value of a Good Sales Enablement Strategy?
The value of a good sales enablement strategy is immeasurable. If your company puts the right tools and resources in place, you’ll see immediate improvements in performance.
More deals closed, higher average deal sizes, and lower sales costs are all things you can expect from a successful Sales Enablement strategy. And the best part is that the value of a Sales Enablement strategy isn’t one-time. Instead, it’s a continuous process.
As your business grows, so should your sales acceleration strategy. With a good strategy in place, you’ll be able to support your sales reps as they expand into new territories, sell to new customers, and sell new products.
You’ll also be able to help them close more deals and retain their current customers.
How to Implement a Successful Sales Enablement Strategy?
If you want to put an effective sales enablement strategy in place, there are a few things you’ll need to do. Let’s take a look at each of them.
First, you’ll need to determine where your sales team’s needs lie. You can do this by conducting a needs assessment with your team members and asking them to rate each of their tools on a scale of one to 10.
Next, you’ll need to create an action plan based on your assessment and your sales team’s needs. This is where you’ll lay out what your team members will have access to and what tools they’ll be able to use.
Finally, you’ll need to implement your action plan. This might sound easy, but it’s often easier said than done. However, there are a few things you can do to make the process a little bit easier.
What are the 6 steps in the SMB sales process?
- Define and refine your Sales Pipeline.
- Prospecting and outreach.
- Discovery conversations and meetings.
- The sales presentation/demonstration.
- Close the deal.
- Post-sale follow-up.
How can Mentor Group help SMBs with Sales Enablement?
At Mentor Group, we don't believe in a one-size-fits-all approach to anything, and especially not when it comes to sales enablement. We know that running a small or medium sized business poses a unique set of challenges, and unique challenges require unique solutions.
That's why we developed Sales Academy - our sales enablement solution designed specifically for SMBs. For less than £1 per user per day, your people get on-demand training videos, designed by industry experts, to help them learn how to become elite sellers from the comfort of their own desk.
Available on any device, and without any need to download an app, you can provide your people with the skills, tools, and mentality they need to sell more often, for more money, faster than ever before.
Check out Sales Academy, and how it can transform the revenue potential of your business, now.