Sales enablement is the process of providing your sales team with information,
content, knowledge, tools and resources that make them more effective.
The ultimate aim is to increase sales conversion, efficiency and effectiveness while simultaneously creating outstanding customer experiences.
Today, knowing a salesperson’s sales result is not sufficient.
Your business needs to understand the new business pipeline and the activity employed to attain the required results.
This can include:
Effective marketing is guided in part by the quality of leads passed to the sales team. Marketing teams that use lead scoring do so to determine the most effective time to give individual leads to sales. The sales team then seeks to make contact with the lead and assess their readiness to enter into a sales conversation. Your business should aim to reach a high level of sales qualification from marketing-generated leads. The effectiveness of this can have a substantial impact on sales productivity
Salespeople need ready access to high quality content to share with leads and customers. Resources such as product or service information, technical details and help articles. When this type of information is easily accessible and shareable, the salesperson becomes more productive, and the customer experience is better.
Email templates that align with specific stages of the sales process are great time savers. They are optimised for effectiveness and can be customised and personalised. They can also have attachments automatically added.
An emerging area of effectiveness in customer engagement during the sales process is one-to-one video.
Put simply; it improves the chances of obtaining a customer response when phone calls have not worked.
Sales automation provides a high impact way to increase sales productivity.
It can include: