Sales Enablement: Why Your Company Needs It and How to Get Started
Mark Fabela

Sales enablement is a critical process for any company that wants to increase sales and drive growth.

Sales enablement can be summarized by equipping sales reps with the tools they need to sell more effectively - this can include anything from training and mentorship to sales collateral and product information, to learning when to do certain things in the sales process. Sales enablement helps ensure that your sales reps are well-informed and equipped with the proper content to persuade leads and close more deals.

In this blog post, we will discuss what sales enablement is, why it’s so important, and how you can get started implementing it in your company.

Why Your Company Needs to Build Out Their Sales Enablement Practice

  1. Sales enablement is essential for driving growth and increasing sales

  2. When sales enablement is done well, it can help sales teams close more deals, speed up sales cycles, and increase win rates. It can also help sales organizations drive growth and scale their businesses. In short, sales enablement is essential for driving growth and increasing sales. By investing in sales enablement, companies can give their sales teams the resources they need to be successful, which will ultimately result in more closed deals and higher revenues.

  3. It helps equip sales reps with the tools they need to sell more effectively

  4. Sales reps need to be equipped with the right content and training in order to sell effectively. This can include training and mentorship, as well as sales collateral and product information. By having the right tools, training and documentation, they can overcome objections, build relationships, and close deals. The right content will also give them a deeper understanding of their products and the market. Good training will teach them how to use that content to sell more effectively. When sales reps are equipped with the right content and training, they can sell more effectively and reach their quotas.

  5. Sales enablement helps ensure that your sales reps are well-informed and prepared for rejection

  6. Knowing and understanding common rejections can help sellers sell more effectively for a few reasons. First, if you know why someone is rejecting your offer, you can try to address their concerns head-on. Second, understanding rejections can help you to identify patterns in customer behavior. For instance, if you notice that a lot of people are rejecting your offer because it's too expensive, you may need to rethink your pricing strategy. Finally, being familiar with common rejections can help you to build rapport with potential customers. If you can empathize with their concerns and show them that you understand their needs, they may be more likely to do business with you. In short, taking the time to learn about common rejections can pay off in a big way when it comes to selling effectively.

  7. Sales enablement can improve sales productivity

  8. At its core, sales enablement helps sales reps to narrow in on their target audiences and develop effective messaging for different buyer personas. Furthermore, it equips sales teams with the necessary sales tools, such as sales software and CRMs, to more effectively track leads and close deals. By streamlining sales processes and empowering sales teams with the right resources and tools, sales enablement can help increase sales productivity and drive growth in a highly competitive market.

    How to Get Started with Your Enablement Practice & Start Selling More

    When thinking of starting a sales enablement practice and finding the personnel for the department it can seem like a huge task and be very daunting. It's ok though. Following the steps below will help you figure out what it will take to get your enablement department going and thriving.

    1. Evaluate your company's needs

    2. We believe that sales enablement should focus on four main areas:
      • Training programs to help sales representatives increase their knowledge and skills,
      • Marketing tools that allow us to stay up-to-date on industry trends and best practices
      • Personalized support from dedicated sales advisors who can help us overcome any challenges along the way
      • Content creation and facilitating feedback from the sales department to the marketing department about whats working, what's not and what content needs to be created

      After all, at the end of the day it is our customers who matter most, and ensuring their success through effective sales strategies is our top priority.

    3. Develop a plan of action

    4. Developing a sales enablement roadmap is critical to the success of any new sales program. By definition, sales enablement is the process of equipping salespeople with the knowledge, skills, and resources they need to be successful. A well-developed sales enablement roadmap will identify the specific goals of the program and lay out a clear plan for achieving those goals. To develop an effective sales enablement roadmap, there are a few key considerations:

      • First, what are the specific goals of the sales program? What does success look like? Be clear and concise in defining these objectives.
      • Next, who are the stakeholders involved in sales enablement? This includes sales leaders, salespeople, marketing professionals, IT staff, and others. It's important to get input from all stakeholders to ensure that the roadmap meets everyone's needs.
      • Finally, what are the timelines and milestones for sales enablement? When do you want to achieve specific objectives? By laying out a timeline, you can ensure that everyone remains on track and accountable.

      By taking these considerations into account, you can develop a comprehensive roadmap for instituting a successful sales program.

    5. Evaluate the results and make changes as needed

    6. Sales enablement is an ongoing process, one that requires constant attention and consistent effort from sales professionals. This is because sales enablement involves a variety of different strategies and tactics, all of which must be carefully aligned in order to maximize sales results. For example, sales enablement requires knowledge of best practices for sales strategy and motivation; tools for prospecting and qualifying leads; processes for building relationships with potential customers; and more. In addition, sales professionals also need to be constantly adapting their approach in order to remain competitive in a changing marketplace. Thus, sales enablement is a continuous journey that requires constant work and focus from sales professionals in order to succeed.

      As businesses continue to shift their focus to selling more than ever before, sales enablement has become an indispensable tool for any sales team. By implementing sales enablement practices into your sales strategy, you can ensure that you are able to reach all of your sales goals in 2022 and beyond. We believe that by adopting sales enablement practices today, your business will be well-positioned for success in the years ahead. So don't wait another minute – start implementing these strategies today.