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Sales Enablement

Give your sales team the resources they need to excel in a digital age.

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The Recipe for Increasing Sales Productivity Includes Content & Communication

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The world of sales has changed and your buyers are more educated, savvier, and more discerning when it comes to the companies they buy from. What can your sales team do to adapt? Become more educated, savvier, and more discerning, too. Sales enablement places focus on actual activity and function that will increase your sales productivity. The full description? Sales enablement is a systematic approach to supporting team sales team members with content, training, and analytics needed to have more successful conversations. Or, in short, sales enablement helps your team and your company close deals.

Understanding Your Sales Team and Bridging the Gap

Let Their Talent and Natural Ability Focus on the Right Things

Sales and marketing are often used interchangeably but does your team feel the same way? There’s often a gap between the two functions and departments, and maybe even some territorialism. While competition is good, keeping your customer as the focus requires a little collaboration and a whole lot of communication on behalf of both teams.

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What are some of the common challenges your sales team has?

  • Prospecting
  • Not enough material or content to upsell or cross-sell
  • Buyer behavior is not defined
  • Lack of established processes
  • Assumption-based tactics vs. analytical
  • Inability to close
  • Time
  • Lone wolf mentality
  • Disconnect from marketing team

Is Sales Enablement a New Concept for You?

You Likely Have A Lot of Pieces in Place Already

Your sales and marketing teams are working on the same goal – leads. Marketing teams can empower the sales team with data collected throughout the marketing portion of the sales process. The lines of communication must remain open, clear, and work both ways as a key component of sales enablement. And, sales enablement isn’t exclusive to getting your team better materials more often, it’s an entire methodology you employ to affect every aspect of sales including high-impact areas in training, equipping, coaching, assessing, organizing, and recruiting. Sales enablement looks different by individual tactics for companies based on goals, but here is what sales enablement can mean for your organization:

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Your sales and marketing teams are working on the same goal – leads. Marketing teams can empower the sales team with data collected throughout the marketing portion of the sales process. The lines of communication must remain open, clear, and work both ways as a key component of sales enablement. And, sales enablement isn’t exclusive to getting your team better materials more often, it’s an entire methodology you employ to affect every aspect of sales including high-impact areas in training, equipping, coaching, assessing, organizing, and recruiting. Sales enablement looks different by individual tactics for companies based on goals, but here is what sales enablement can mean for your organization:

Closed Loop Reporting

Without Data and Continuity Your Teams Just Can’t Win

If you think your marketing team is exempt from the pressure and accountability your sales team faces, you might want to ask them that question. The topic of value often comes into play and marketing teams are constantly being questioned on ROI, customer generation, and proof that it worked. Further alignment between your teams comes in the form of closed loop reporting – meaning, sales teams report to marketing on the leads those efforts generated. It’s a definitive way for marketing to prove value, and sales to fill in the details on leads’ journeys.

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Is Your Company Already Sales Enabled?

When in place, sales enablement can be a powerful tool for facilitating sales success. Just how enabled is your team?

 

Undefined

No CRM or other marketing automation in place, processes aren’t clear, success metrics are unknown, untracked, and winning is hard to come by.

You need: Content & Campaigns

Progressive

Sales team has adopted a CRM, processes are marginally defined, sales collateral exists in a company portal or site, and top performing rep metrics are defined.

You need: Process Definition & Consistency

Mature

full systems in place for CRM, marketing automation, and enablement; sales process is mapped to the buying process, and win rate is 20 percent.

You need: Team Delight & Dedication

Ready to set and hit your goals? Let's Talk!