Many people are quickly catching onto the usefulness of sales enablement – and for a good reason! Sales enablement can be extremely beneficial to companies that are looking to increase their sales and revenue. Who isn’t looking to do that? Although it might seem too good to be true, sales enablement actually does work and can help you grow your company with more money and better employees. So how does sales enablement work and how can you do it for yourself?
How Does Sales Enablement Work?
While the exact processes of sales enablement will differ from company to company, there are some general ways that it works to increase your sales and revenue.
- Sales enablement allows salespeople to totally focus on their sales instead of worrying about silly administrative tasks like filling out forms and using complicated or useless tools. Since your sales team is the most valuable part of your company, you need to make sure that you get the most value out of them! By helping them to focus on the things that actually make you money – sales – and removing other things that don’t actually make you money, you are able to increase their productivity and numbers as a result.
- Sales enablement allows you to implement training and education programs for your salespeople so that they are all well-versed in sales basics and know what you expect them to do. These programs also allow your salespeople to learn all the ins and outs of your products so that they can better sell to customers and meet their needs with the products that they are looking for. Sales enablement can also include onboarding items for new salespeople so that they are able to be quickly brought up to speed and begin making money.
- Sales enablement allows processes to be evaluated, tweaked, and eventually streamlined to create a more efficient sales process that benefits everyone from the salespeople to customer service to the billing department. Sales enablement can mean implementing tools and technology to make this process easier on everyone and streamline things like approvals so that a manual approval from a manager isn’t necessary. This allows salespeople to get back to work and make more sales instead of waiting around for approval.
- Sales enablement also allows for various sales numbers and data to be gathered and analyzed for effectiveness and efficiency. Not everything is going to work right away, but you need to be able to see what isn’t working in order to adjust it to something better. This is where tools and technology can also come in to help teams make sense of all these numbers and then make adjustments accordingly.
What Even Is Sales Enablement?
All of this might sound a little bit confusing and convoluted – so it might be best to go back to the basics and go over what exactly sales enablement is in the first place. Generally speaking, sales enablement is the strategic use of people, processes, and technology to improve sales productivity and increase revenue.
Best Practices for Sales Enablement
Every company utilizes sales enablement differently, but there are some best practices to keep in mind when you are looking to implement sales enablement within your company:
- Creating a team and tapping a head of sales enablement to act as the point person for the entire initiative
- Collaborating and communicating between teams about goals, processes, and expectations about the transition
- Establish a strategy for sales enablement along with specific goals and steps to meet those goals along the way based on where you see your company going in the future
Sales enablement works in a variety of ways but it’s actually really simple when it comes down to it: helping salespeople do their jobs better and make more sales. This includes things like onboarding, training, technology, and data analysis. It might seem like a lot but at the end of the day you will get out of it what you put in.