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The odds are that you’ve heard the term sales enablement before without really knowing what it means. Companies are beginning to key in on the importance of sales enablement because of how much it can benefit not just the sales team, but the entire company. If you don’t know much about sales enablement or haven’t even heard about it before, we are here to help you! With this information, you can make your own decision to start the process within your own company and start benefitting from it almost immediately. So what is sales enablement?
What Is Sales Enablement?
While there are many different definitions of sales enablement, the most basic one is that sales enablement is the strategic use of people, processes, and technology used to improve sales productivity and increase revenue. The number one goal of sales enablement is to take unnecessary responsibilities away from salespeople so that they can focus 100% on their sales and nothing else.
What Does Sales Enablement Look Like?
So now that you know what the basic definition of sales enablement is, you probably think that it sounds simple enough. After all, salespeople should focus on sales, right? And while that may be the more case, there are so many other things that go into sales enablement. From the beginning, sales enablement can cover things like onboarding and initial training for new salespeople so that they are able to get a solid foundation on the products and basic selling techniques. Even for existing employees, sales enablement can help to create regular training programs to keep everyone up to speed and on the same page when it comes to new products, changes, and advancements in the industry.
Sales enablement can also include utilizing sales tools and technology that makes salespeople’s lives easier. By researching, purchasing, implementing, and then training for these tools, sales enablement can make the process easier on everyone. Sales enablement also makes communication easier for everyone by helping different departments relate to one another and create a more seamless work environment.
Finally, sales enablement tracks sales and analyzes the numbers to identify areas that are working well and areas that aren’t doing so well. Then from there, the team can choose to change the things that aren’t working and put more emphasis on the areas that are doing well. There is no information is available without a sales enablement team, and you should always embrace big data and know your numbers inside and out in order to fully know your company.
How Do You Practice Sales Enablement?
You might think that implementing sales enablement within your company might be impossible because you are smaller without a lot of resources to spare. We are here to tell you that it doesn’t have to be impossible and there are ways for even the smallest companies to successfully practice sales enablement. No matter how much your company is running need someone to be in charge of sales enablement. Whether they are on their own or have the help of a team depends on size and money factors. That person then needs to communicate with all the different teams about new goals, processes, and changes that will be made in the name of sales enablement. They will also do research into new tools, systems, and practices to improve sales and keep track of the data and numbers relating to sales as well.
Now that you are well-versed on all the basics of sales enablement, you can use this information to your benefit and start the process of using it within your company. With your leadership, your team’s cooperation, and potentially help from outside experts, you can practice flawless sales enablement and start increasing your sales in no time!