Sales Enablement: Everything you need to know
Posted: Tue Dec 10, 2024 4:05 am
Digitalization and Big Data have led to significant changes in many areas. And consumer habits have changed too ! If needs and practices are no longer the same as before, it is obvious that companies must be able to evolve. This is where Sales Enablement comes in , a practice that consists of better informing, training, equipping and connecting sales teams , in order to meet new buyer demands . But then, how do you do it? Don't panic, we'll explain everything to you.
In the photo we see a hand tracing an increasing curve on a screen
What is Sales Enablement?
Sales enablement is a strategic sales process that aims to sell more effectively . By "effectively," we are mainly talking about improving sales productivity, reducing the time it takes to close a sale, or having better interactions with prospects and customers.
Interesting, but how can such a feat be achieved?
Sales Enablement is a cross-functional strategy , meaning that its goal is to bring together the company's different teams related to sales: sales department, marketing team, and operations department. More than facilitating internal relationships, the interest of Sales Enablement is to provide all the useful tools to your salespeople so that they interact in the best possible way with your hot prospects (leads) and customers:
Resources ;
Appropriate content;
Process/operational optimization;
Technology ;
Tools ;
Training/coaching;
Etc.
This sharing of knowledge then allows you to improve the results of your sales department and its productivity, just as it optimizes sales throughout the customer's purchasing journey .
Finally, it is by knowing your prospects and customers better that your salespeople will be able to offer the product or service that best suits their needs, arouse their interest and find convincing arguments to facilitate the sale. This valuable data is, theoretically, already in the hands of your marketing team.
Encouraging a good flow of information about your potential skype database buyers between the marketing and sales departments therefore allows you to take full advantage of the latter. In addition, it also means saving valuable time, especially in the sales sector.
The cherry on the cake: you improve your customers' shopping experience .
The above could be assimilated or confused with the sales strategy. However, the nuance is real. Indeed, Sales Enablement takes advantage of digitalization and new buyer habits, as well as new technologies. After all, tablets, smartphones or applications have changed the customer purchasing journey. Sales Enablement therefore stands out by the means and resources made available to salespeople to adapt the sales process and increase their performance.
Although we will come back to this later, here are some examples of what a Sales Enablement solution allows :
Connect sellers with content tailored to each customer by creating a central content repository, a single source approved by marketing;
Provide flexible content presentations to customers;
Optimize real-time visibility of content impact on customers;
Acquire advanced analysis methods;
Improve your salespeople’s pitches and sales arguments;
Etc.
Webinar
Choosing the right CRM: to digitalize your customer experience
Watch the webinar!
Sales Enablement: an operational process
As you will have understood, Sales Enablement is a process that aims to provide the resources , content and tools necessary for the success of your sales teams . Although it promotes training and coaching, it should not be confused with sales training (sales training or Sales Training), which covers much broader themes and allows you to acquire the skills and knowledge essential to the profession of seller or salesperson. Sales Enablement only contributes to developing the skills of the teams with regard to new sales solutions and techniques.
Finally, while Sales Enablement helps to optimize your sales organization, it should not be confused with it, since it ensures the smooth running of daily operational tasks related to sales. Here too, Sales Enablement is just an asset to help align your organization with new technical solutions .
In other words, if Sales Enablement does not replace your sales organization or basic sales training, it consolidates them by adapting and optimizing them to new practices, with the aim of improving the efficiency and performance of your salespeople.
What are the 3 principles of Sales Enablement?
Like any strategy, Sales Enablement is based on fundamental principles that must be respected to ensure its effectiveness. Let's take stock together before discussing the benefits of implementing such a process within your company.
In the photo we see a hand tracing an increasing curve on a screen
What is Sales Enablement?
Sales enablement is a strategic sales process that aims to sell more effectively . By "effectively," we are mainly talking about improving sales productivity, reducing the time it takes to close a sale, or having better interactions with prospects and customers.
Interesting, but how can such a feat be achieved?
Sales Enablement is a cross-functional strategy , meaning that its goal is to bring together the company's different teams related to sales: sales department, marketing team, and operations department. More than facilitating internal relationships, the interest of Sales Enablement is to provide all the useful tools to your salespeople so that they interact in the best possible way with your hot prospects (leads) and customers:
Resources ;
Appropriate content;
Process/operational optimization;
Technology ;
Tools ;
Training/coaching;
Etc.
This sharing of knowledge then allows you to improve the results of your sales department and its productivity, just as it optimizes sales throughout the customer's purchasing journey .
Finally, it is by knowing your prospects and customers better that your salespeople will be able to offer the product or service that best suits their needs, arouse their interest and find convincing arguments to facilitate the sale. This valuable data is, theoretically, already in the hands of your marketing team.
Encouraging a good flow of information about your potential skype database buyers between the marketing and sales departments therefore allows you to take full advantage of the latter. In addition, it also means saving valuable time, especially in the sales sector.
The cherry on the cake: you improve your customers' shopping experience .
The above could be assimilated or confused with the sales strategy. However, the nuance is real. Indeed, Sales Enablement takes advantage of digitalization and new buyer habits, as well as new technologies. After all, tablets, smartphones or applications have changed the customer purchasing journey. Sales Enablement therefore stands out by the means and resources made available to salespeople to adapt the sales process and increase their performance.
Although we will come back to this later, here are some examples of what a Sales Enablement solution allows :
Connect sellers with content tailored to each customer by creating a central content repository, a single source approved by marketing;
Provide flexible content presentations to customers;
Optimize real-time visibility of content impact on customers;
Acquire advanced analysis methods;
Improve your salespeople’s pitches and sales arguments;
Etc.
Webinar
Choosing the right CRM: to digitalize your customer experience
Watch the webinar!
Sales Enablement: an operational process
As you will have understood, Sales Enablement is a process that aims to provide the resources , content and tools necessary for the success of your sales teams . Although it promotes training and coaching, it should not be confused with sales training (sales training or Sales Training), which covers much broader themes and allows you to acquire the skills and knowledge essential to the profession of seller or salesperson. Sales Enablement only contributes to developing the skills of the teams with regard to new sales solutions and techniques.
Finally, while Sales Enablement helps to optimize your sales organization, it should not be confused with it, since it ensures the smooth running of daily operational tasks related to sales. Here too, Sales Enablement is just an asset to help align your organization with new technical solutions .
In other words, if Sales Enablement does not replace your sales organization or basic sales training, it consolidates them by adapting and optimizing them to new practices, with the aim of improving the efficiency and performance of your salespeople.
What are the 3 principles of Sales Enablement?
Like any strategy, Sales Enablement is based on fundamental principles that must be respected to ensure its effectiveness. Let's take stock together before discussing the benefits of implementing such a process within your company.