SALES ENABLEMENT
What Is Sales Enablement?
Sales Enablement is the act of implementing strategies, tools, and processes that continually increase the productivity and effectiveness of your sales system. Using calculated and ongoing processes of supplying sales teams with content, technology, and training needed to effectively engage customers.
How you engage customers is changing and will continue to change as the market and technology evolves. Sales Enablement is not so much about sales as it is about the customer and how you are able to clearly articulate to them the value of your product or services.
Competition is at its highest due to lower entry barriers and more empowered customers. The customer you are looking for is now more informed with readily available information at their fingertips every second of the day. Those customers are easily influenced by more people and have new options every day.
“In 2013 less than 20% of companies dedicated resources specifically for sales enablement. But only a few short years later, close to 60% of companies were focused on this vital business function.”
“84% of sales reps can achieve their quotas when their employer engages with sales enablement strategies.”
Do you need a Sales Enablement strategy?
Talented salespeople can be rare and are an extremely valuable resource for your company. You should not take them for granted. You want to ensure that every hour they spend is applied in the most impactful way possible. The most successful companies understand that sales enablement improves sales productivity, helps increase customer alignment, and customer retention, which in turn drives revenue. Sales Enablement is the process of equipping your sales teams with the knowledge, tools, and processes that maximize their sales opportunities. This should not be confused with sales training, sales coaching, or sales operations. These area’s play their own part in your sales process, they don’t improve Sales Enablement. Below are a few areas to consider when planning your own Sales Enablement strategy.
How are your sales?
How is your sales productivity?
How is your sales content?
83% of companies which report a minimum of $750 million in annual revenues have a plan to or have deployed a sales enablement team.
How Virago Ventures, Inc. will help you
The first goal will be gaining insight and a deep understanding of your current sales systems & processes. Next we identify areas of improvement for your sales team. This exploratory phase allows us to create tailored Sales Methodologies for your business. We create and define easy steps for your team to follow in order to achieve their sales quotas and hit company revenue targets. We also provide guidance, templates, metrics, and best practices for a cohesive structure.
Finally, and, most importantly, we train, coach, and empower you and your team to create a structure for ongoing support, as well as, implementing sales productivity tools. Giving your sales process an instant boost in sales efficiency. Our goal is simple, we want to support you and your sales team. We equip your sales leaders with a roadmap for success by providing a customized process, correct technologies, and ongoing training materials. You can focus on whats important, ensuring your revenue targets are consistently being hit.
Clarify your training and sales assets
We gather all the tools and resources your team uses and make adjustments and updates while creating new assets that are delivered to your team tailored to your company and products and/or services offered.
Support your team for the long-term
Organizations do not always provide the training that will lead your team members to be equipped with knowledge for long term success. A Sales Enablement strategy, coupled with the right technology, will help keep your company knowledgeable as industries and people change.
According to Steve W. Martin at Harvard Business Review, just 54% of sales leaders today report that at least 50% of their people made quota for the year
Start with the essentials
This includes pre-outreach planning, task-setting, cold-calling skills, consultative skills, asking correct questions, and avoiding objections. Placing a focus on these essential skills gives your team the foundation to succeed for years to come.
Going beyond the basics
Anyone who interacts directly with customers will need content and training that aligns with your sales strategy. Providing the necessary information when it comes to product and messaging updates, ensures employees are able to accurately position and differentiate products and/or services as they change.