A key piece to our sales enablement strategy is ensuring our sales teams are prepared to handle customer facing situations that are out of the norm. Our teams undergo valuable training, on a regular-basis, in sales enablement to make sure they are up-to-date on the latest customer life-cycle journeys. We want to make sure the companies our sale’s teams are representing are getting the biggest return on investment. And we believe including sales enablement tools in our strategy is a key piece to that.
Depending on who you ask, sales enablement will be defined differently. But to us, it includes providing our sales teams with different sales tools and tasks that help make them more effective in the field. We like to think about these tasks as training opportunities. In sales, it is key to never stop learning or fine-tuning your approaches. Some of the trainings we work with our staff on are:
- How to approach a top prospect
- Generating leads
- The art of the follow-up
- Making sales calls
- How to leverage technology to close the deal
- The art of the face to face
This list can go on, but offering trainings that holistically make our staff better is important to us and our clients.
Why do we make sales enablement a part of our strategy?
Many businesses would wonder why we put so much investment into training our staff. The answer is simple, we know it works! We have found with our years of experience that this approach:
- Overall it increases the productivity of our sales teams.
- Provides strategies that allow our sales teams to increase revenue.
- Improves the sales representative’s ability to close more deals faster for our clients.
But how do we incorporate sales enablement into our overall sales strategy?
Because sales enablement is one part of the total sales strategy it’s important to integrate seamlessly. Our sales strategy is simple and starts from the very beginning with the team. We look for the right people to include on our sales team that fit into our business culture. Then we work with them to offer them high-quality training that helps them perform at another level. What we have found is that by training our staff, they are happier and feel that they are growing in their profession in a certain vertical. This is key to our overall retention rates and employee engagement.
Our training methods provide our sales reps the tools to do their job effectively. Because we are in the business of helping our client’s generate revenue through sales, it’s important that our sales teams fit in. With every sale, new client, or sales team on the ground we ensure that we are tracking performance, understanding what new training opportunities to offer, and how to continue to help our staff perform for our clients.
4 Reasons why you should consider making sales enablement a part of your strategy:
- 40% of companies reported measuring some type of sales enablement metric. – Sales Force
- 75% of companies report that it makes a moderate or significant contribution to their business. – HubSpot
- 50% of sales time is wasted on unproductive prospecting. -B2B Lead
- 44% of salespeople give up after just one follow-up. Unfortunately 80% of deals are closed after 5 follow-up phone calls. –Scripted and The Marketing Donut
Why would we share with you these statistics? At the end of the day, we have found that sales enablement has enabled our staff to approach each deal in a unique way. No two deals are ever going to be the same. As a business with a sales team, whether they are in-house or outsourced, you want to take advantage of sales enablement and give your teams the right sales tools to do their job effectively.
- Sales enablement strategies cut down on the amount of time your sales reps are wasting. This can include:
- Spending time with clients who will never make the commitment.
- Making phone calls that are dead-end leads.
- Understanding when to follow-up and when to let it go.
- This strategy allows companies to be more effective overall.
- Different trainings teach staff how to generate leads through email when the click-through-rate (CTR) is only 2% nation-wide.
- Because your sales teams are not wasting time, you are saving money because for every deal they close, they are spending less time on sales they don’t make.
Sales enablement is just one part of an overall sales strategy. It is important to consider how you are looking to operate your business. Enabling your teams with the right sales tools is important to ensuring you are getting the best results.
If you are looking for a sales team that is ready to begin generating high-quality leads or you want to learn more about how applying different sales enablement tools and strategies in your organization can help, contact us today!