The Recipe for Increasing Sales Productivity Includes Content & Communication
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.
What are some of the common challenges your sales team has?
- 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
- Lone wolf mentality
- Disconnect from marketing team