As a small- or medium-sized business owner, you always seek ways to grow your business. One effective way to achieve scalable growth is to empower your sales team to consistently perform at their best. This is where sales enablement comes in.
Sales enablement is a strategic process designed to equip your sales team with the right tools, content, and training to sell more efficiently and effectively.
If you haven’t already, here are five signs that it’s time for your business to invest in sales enablement:
- 1.Your Sales Team Lacks the Right Content
Several key pieces of content help sales teams meet and exceed quotas.
• Sales playbooks that spell out effective sales practices.
• Case studies and testimonials that showcase your company’s accomplishments.
• Relevant industry content.
• Blogs, eBooks, and social media posts that drive engagement.
• Product fact sheets that clearly explain the benefits of your offering.
A study by Seismic and Forrester Consulting found that 85% of sales and marketing professionals believe that sales enablement is beneficial in helping sales teams utilize content more effectively.
- 2.Onboarding and Training Is Inconsistent
The best sales enablement programs offer structured onboarding to quickly get your new hires up to speed, as well as ongoing training and development opportunities to enhance your sales team’s abilities.
A recent Northpass infographic showcased how organizations with structured onboarding saw a 60% year-over-year improvement in revenue.
A strong onboarding and training program includes:
• Onboarding of new employees
• Ongoing product training
• Sales skill development
• Soft skills development
- 3.Your Sales Technology Is Underutilized
Maximizing sales tools and technologies is essential in today’s digital marketplace. These tools include:
• CRM systems that enable customer tracking.
• Sales intelligence tools that provide critical insights.
• Content Management systems for easy access to sale materials.
• Automation and integration, which help drive productivity and sales.
Research from the Sales Enablement: Stats and Trends for 2023 by LXA shows that sales teams leveraging sales enablement programs for over two years have experienced 48% higher customer engagement, and 65% of sales leaders have overshot their revenue targets.
- 4.A Lack of Coaching and Mentorship
Regular coaching and mentoring ensure your sales team is ready to address any challenge and close deals. A sales enablement program provides a framework for regular feedback sessions, peer-to-peer coaching, and role-playing scenarios that help salespeople hone their skills.
A G2 article reports that effective sales coaching can improve win rates by as much as 29%.
An effective coaching and mentorship program should include:
• Career development
• Regular feedback sessions
• Peer-to-peer coaching
• Role-playing scenarios
- 5.Ineffective Collaboration and Communication
Too often, the sales, marketing, customer success, and product teams work in silos. Sales enablement can facilitate cross-functional collaboration, internal communication platforms, and best practice sharing, ensuring everyone is aligned and moving toward the same goal.
According to research from LinkedIn, “When marketing and sales do align, companies generate 208% more revenue from their marketing effort.”
Effective collaboration and communication involves:
• Cross-functional collaboration
• Internal communication platforms
• Best practice sharing
• Regularly scheduled collaboration meetings
Sales enablement is vital for scalable growth, but it’s just a part of the bigger revenue enablement picture. True success lies in aligning and enabling sales, marketing, and customer success to drive revenue and satisfaction. By uniting these functions, you can maximize growth and ensure a unified approach to revenue. Embrace this holistic method to tap into your business’s full potential.
TeamRevenue, empowers businesses to drive sustainable growth. We provide our clients with the revenue enablement experts, best practices, and an accountability framework to optimize revenue teams, systems, and processes to drive results. We’ve worked with hundreds of B2B companies worldwide, breaking the cycle of underperformance. Helping them grow faster, communicate better and bring new energy to their organizations.