You have probably heard some of the hype around sales enablement and might be wondering to yourself why is sales enablement important? After all, the way that you have been doing things seems to be working fine. And you know what they say – if it ain’t broke, don’t fix it! However, you really don’t know what you’re missing when it comes to sales enablement. If you are doing fine now, just imagine how well you could be doing with the addition of sales enablement strategies to your company! Every company wants to grow and improve, and sales enablement is definitely a way to do that.
What Is Sales Enablement?
Before we get into why sales enablement is important, it’s definitely best to start with the basics so that you can truly understand what sales enablement is all about and why you need it. There are quite a few different definitions of sales enablement out there, but basically sales enablement is the strategic use of people, processes, and technology to improve sales productivity and increase revenue. One of the basic ideas of sales enablement is allowing salespeople to maximize their focus on actually selling rather than other things that might fall to them. However, sales enablement is a lot more than that! It’s a cohesive and collaborative strategy that goes beyond just sales and involves other departments like marketing, customer service, human resources, and even information technology! Some essential elements of a strong sales enablement strategy involve things like education, training, tools, technology, analytics, and so much more! Exactly what sales enablement will look like for your company will depend on your unique organization, but these are great ideas to start with.
Why Is Sales Enablement Important?
We have already covered some of the basics surrounding why sales enablement is so important. Sales enablement improves sales productivity and increases revenue – but it’s really so much more than that.
- Sales enablement promotes comprehensive and consistent training programs for your sales team so that everyone is on the same page and is constantly up-to-date with all of the newest trends, products, and technologies so that you always maintain a competitive edge.
- Sales enablement promotes a culture of strong customer service among your sales team that allows them to tailor approaches to customers’ unique needs. In turn, not only are you more likely to make a sale but you are also growing a loyal customer base and a positive reputation as a company.
- Sales enablement helps salespeople become more successful at their jobs. Because they are more successful and satisfied, they will be more likely to stick around. Retention rates are especially important in sales and will definitely benefit you in the long run.
Sales Enablement Best Practices
It’s safe to assume that you are now convinced that sales enablement is an important and necessary component of any business that is looking to improve and grow. But now comes the hard part – how do you actually do it? While the implementation of sales enablement will need to be tailored to your unique organization, there are some best practices to keep in mind that will help you build a solid sales enablement strategy.
- Choose someone to manage sales enablement and provide them with a team if necessary
- Foster collaboration and communication between different departments about the goals of the project
- Utilize technology to assist with your sales enablement implementation process to make it easy and seamless
Sales enablement doesn’t just affect sales – but your entire company! Sales enablement is important in order to continue to grow and scale your company and meet all of your future goals and projections.