Sales enablement is a constant, thought-out process that gives your sales team the ability to consistently engage with the right potential customers at each stage of the customer journey to get the optimal return on investment.
The goal of sales enablement is to equip salespeople to be indispensable consultants to their buyers, build long-term customer loyalty, and drive profits for the organization as a whole. Essentially, its about offering your team everything it needs to engage customers and drive sales. To stay competitive and grow revenue, you need a sales force performing at their best every day.
Sales enablement for financial services involves way more than creating content and practicing sales strategies. Sales enablement is a strategic initiative that requires organizational commitment. It requires a strong partnership that has buy-in from leadership and has both organizations working toward a common objective. What started as a sales enablement initiative has grown into a company-wide knowledge sharing solution.
Sales enablement is the process of allowing sales representative to sell at higher velocity and increase your sales funnel. You cant force buyers to fit into your sales process, you have to adapt to fit their buying process. The purpose of the marketing and sales teams in any business is to drive sustainable growth. Sales enablement is the processes, content and technology that empower sales teams to sell efficiently at a higher velocity.
Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Taking the right approach to sales force enablement can have a profound impact on the success of your sales organization. The key difference is that sales enablement is designed to increase performance of the sales team specifically , whereas product enablement is a process the entire organization can go through.
It helps generate results from your sales organization in a way that the team can be highly productive, collaborate better and be more result-oriented in their approach. The best tools improve both experiences, eliminating manual processes to allow sales staff to focus on the customer and their value proposition, while providing prospects with a more professional impression.
There is no one-size-fits-all method for executing a sales enablement plan, yet there seem to be a number of ways that one can get derailed. And the process starts by gently shifting how your sales employees think about their skills. Many markets are too competitive and stratified for a single sales enablement plan. The need for strategic alignment between marketing and sales organizations has never been more important, however it remains a challenge for so many organizations.
Sales enablement services represent the activities or tools that the sales enablement practice provides for sales representatives and managers in the organization. But many enablement initiatives are struggling to live up to their potential and the performance gains that are anticipated. Sales enablement is all about looking for ways to ensure that your salespeople can be successful prior to their customer call, during their customer call, and after their customer call.
Want to check how your Sales Enablement Processes are performing? You don’t know what you don’t know. Find out with our Sales Enablement Self Assessment Toolkit: