Sales enablement is an emerging field that touches on every aspect of sales and marketing. Its purpose is to help people understand how the company works, and how they can be more effective at their job. It’s not just about training your reps with information that will make them more successful, but also about helping your marketing team with research to create better campaigns for your products or understanding the customer service team to provide better support to your customers.
Sales enablement is a fast-growing profession driven by the need for companies to find ways to increase sales while keeping costs low. While salespeople are traditionally trained on how to sell a product or service, sales enablement professionals focus on educating their entire organization on what it takes to generate revenue from inside the company. It’s not just about the skills they need to close a sale. It’s also about teaching them how to identify prospects, manage their pipelines, and work smarter.
Every business needs sales enablement because every single person in your company plays a role in either generating revenue or preventing it. If you don’t have the right people on board, or if they don’t know how to do their jobs effectively, you’re going to have a hard time getting new customers or retaining old ones. You could lose out on a significant lead that would have been perfect for your business, or worse yet, you could miss out on an opportunity to keep a customer around who is unhappy with your service.
One of the most important things you can do to create a culture of sales enablement is to provide your team with the right tools they need. Investing in these resources will give your team the chance to learn new skills and gain information that’ll help them succeed. There are plenty of ways for sales people and their managers at every level of the organization to create a culture of sales enablement that will help them close more deals as well as make relationships with customers easier.
Here are some ways for managers and teams to create an environment of sales enablement:
- Offer training opportunities. Sales people need continued education in order to maintain their skillset and keep up with industry changes. Managers should offer regular training sessions where team members can learn about new techniques, become more knowledgeable about their product or service, or explore different aspects of sales strategies.
- Create an internal knowledge base where all pertinent information is shared. This ensures that no one has to go searching for answers on Google for basic questions like how to work with a customer database or how to set up a website from scratch.
- Provide incentives for hitting revenue goals. Sales people are always looking for ways to earn more money, so incentive programs could be the perfect way to motivate them and have them work harder than ever before!