When it comes to sales enablement tools, the conversation tends to focus on what and why. But there’s more to effective sales enablement than simply investing in the right software. It’s important to understand who will use the tools, when they should be deployed, and how they can help drive measurable results for your team.
Sales enablement is about arming reps with everything they need to succeed. It’s not just about giving them checklists or handbooks that they may or may not read from time to time.
Read on to learn more about the different components of sales enablement, including who uses it, what works best for your team, how you can implement it effectively and why these strategies are essential for creating a winning sales strategy that goes beyond “just do it.”
The Importance of Sales Enablement
Sales enablement is all about arming your team with the knowledge and resources they need to be successful. Putting on your enablement hat doesn’t simply mean handing out handbooks and checklists to your reps. It’s about giving them what they need to build strong relationships with their clients, close deals more efficiently and feel confident in the work they’re doing.
While there is no “one size fits all” solution, many companies have found success by focusing on three core pillars:
The right content — Make sure to include the right topics, like sales trends, product information, best practices and more.
The right channels — Ensure your sales team has access to the right tools and technologies for success. This could include a CRM, webinar platform, content management system and more.
The right support — This is just as important as the other two pillars. Sales enablement is only effective if your team members are actually using the tools and technologies they’ve been given. This means investing in the right training, support and feedback strategies.
3 pillars of effective sales enablement
Let's look at each pillar in some more detail.
The right content - Make sure to include the right topics, like sales trends, product information, best practices and more. This will allow reps to easily answer common customer questions and build strong relationships with their clients.
The right channels - Ensure your sales team has access to the right tools and technologies for success. This could include a CRM, webinar platform, content management system and more. This will allow your team to maximize time, easily collaborate with one another and share crucial information with clients.
The right support - This is just as important as the other two pillars. Sales enablement is only effective if your team members are actually using the tools and technologies they’ve been given. This means investing in the right training, support and feedback strategies. This will allow your reps to easily adopt the new technologies and tools and feel confident using them to reach their goals.
Defining what works for your team
Before you begin investing in sales enablement tools and technologies, it’s important to understand what works best for your team. For example, many sales leaders will recommend a CRM, like Salesforce, as a best practice for a variety of teams. But not all sales teams are the same.
If you have a smaller team or are working in a less complex industry, a CRM may not be the most effective tool for your reps to use. In this case, you may want to consider investing in a simpler program, like a sales task manager. This will allow your team to track leads, build relationships, keep track of follow-up actions and more without having to invest heavily in a full-fledged CRM.
When it comes to sales enablement, it’s important to understand what works best for your team.
What are the steps in building a SMB sales enablement strategy?
- Clarify Your Objectives.
- Discuss Sales Enablement with Your Sales Reps.
- Understand Your Customer.
- Align Your Sales Process with the Buyer's Journey.
- Organize the Content You're Going to Need.
- Prepare the Training Required.
- Gather the Required Tools and Technology.
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.