It goes without saying that much of your company’s growth hinges on your team’s ability to successfully convert leads into sales. As is the norm in this day and age, time is of the essence when it comes to closing deals. For this reason, companies have started paying attention to enablement strategies and software solutions that facilitate better workflow processes.
3 areas that have been known to hinder successful sales enablement
1. Siloed departments
It is imperative that a company’s departments work towards the same objectives, with clear KPIs in mind. See our recent blog on the importance of collaboration, here. A common downfall, however, is that sales and marketing departments often operate independently of one another, rather than as a unified force. This results in lost information, wasted time and as the next point outlines, the potential for obsolete content.
2. Outdated content
Often in business contexts, content is not centralized which means that the sales department might not have access to the most recent and approved content. This not only slows processes down, but it could jeopardize the closing of a deal if information is irrelevant. In some industries, such as the health insurance or legal domains, this could result in grave ramifications if information is inaccurate or misleading.
3. A lack of efficiency
Taking time to check whether content is accurate, creating content from scratch and sourcing templates, among other factors, all waste a tremendous amount of time. In fact, many sales teams are still responsible for creating content, rather than making use of readily available, up-to-date content which supports their sale. Recent research conducted by CSO Insights reveals that salespeople only use 32% of their time selling. It’s a concerning statistic but the world of sales enablement is fortunately seeing promising shifts which will undoubtedly impact this statistic and other data in all the right ways.
4 positive trends that are emerging thanks to greater strategic approaches to sales enablement
1. The development of well-mapped-out sales enablement plans
Considering just how key efficiency is in the world of sales, companies are responding to this need with the implementation of clear strategic mapping. One way in which they are doing so on a practical level is making use of enablement templates. These allow teams to generate customer-centric solutions, perform competitor analyses and create datasheets that can be sent to customers. Supporting a clearly defined strategy with such templates also ensures consistency, accuracy and quicker turnaround times.
2. A greater focus on offering training support
To ensure the efficient roll out of a sales enablement strategy, it is essential that sales team members are familiar with the broader course of action, as well as detailed components like using templates, accessing content and understanding technology-based systems. Knowing the importance thereof, companies are allocating the necessary resources to train and upskill their salespeople. This is no longer a perk, it’s essential for smooth outputs and effective selling.
3. The improvement of onboarding processes
As importantly as investing in existing employees, companies are working towards improving onboarding processes. By ensuring that new sales team members are able to efficiently familiarize themselves with the product, the target audience, enablement strategies and roll out plans, employees can become productive faster. Ultimately, this means that companies are able to save time, reduce costs and accelerate profitability.
4. The introduction of technology-based systems
In recent years, improved sales enablement software has been developed, allowing companies to address the above mentioned areas of concern and carry out their sales strategies more successfully. With tools such as our sales enablement solution, companies are seeing notable gains that support the greater sales process, from faster onboarding of new employees to accelerated sales processes and more effective sales teams, among other advantages. Given the return on investment, companies are making room in their budgets for software solutions of this kind. Further, many sales enablement tools are available on a per user model, making them highly cost effective. This allows even smaller companies to draw on the benefits of the latest in sales technology.
Are you eager to see the results for yourself? Contact us now for a free trial of our sales enablement software – all you need is a Microsoft 360 for business account.