The business landscape is quickly changing, and to stay ahead of the competition, you need more than just a talented sales team. You need to leverage advanced technologies and adopt strategies that help skyrocket your revenue and boost your bottom line. Sales enablement is one strategy that allows you to empower your sales team by providing them with content and sessions. Not only this, but there are many benefits of sales enablement, including better collaboration between sales and marketing teams, enhanced customer engagement, etc.
According to Sales and Marketing, organizations with sales enablement have 49% win on forecasted deals. So, let’s explore some key benefits of sales enablement for your business and how it can boost your bottom line.
What is Sales Enablement?
Sales enablement refers to providing sales teams with the resources and tools to engage with prospects and close deals effectively. These resources can include various activities, such as training and coaching and creating and distributing sales collateral and content. You can also leverage technology and systems to improve sales processes and align sales and marketing efforts.
According to Marketo, sales and marketing alignment help your company become 67% better at closing deals.
With this strategy’s help, you can deliver value to customers, address their needs, and overcome objections. Resultantly, you’ll see a boost in your sales, generating good revenue. State of Sales Enablement report reveals:
Teams with sales enablement techniques in place for over two years are 48% more likely to experience high buyer engagement.
Benefits of Sales Enablement for Your Business
Here are a few benefits of sales enablement for your business that help you understand its importance:
1. Helps Sales reps close More Deals
One of the significant benefits of sales enablement is that it helps your sales reps close more deals by providing them with the proper training. Moreover, it gives them the resources and support to effectively engage with prospects and move them through the sales funnel. When using sales enablement tools such as sales playbooks, prospecting templates, and customer case studies, your sales team can more effectively communicate the value of your products or services and overcome objections.
For instance, a sales rep can use a sales playbook to get guidance about each stage of the sales process, from acquiring prospects to closing. The playbook can provide them with a clear understanding of the customer’s needs, pain points, buying criteria, etc. This can help them build trust and credibility with the prospect, leading to a higher likelihood of closing the deal.
2. Better Customer Service
Effective sales enablement can help your sales team better understand your customers’ needs, leading to better customer service. By accessing relevant information about your customers, such as their previous purchases and preferences, your sales reps can tailor their sales pitch to each customer, making them feel more valued and appreciated. This can help build customer loyalty, leading to repeat business, positive word-of-mouth recommendations, and lead capture.
3. Makes Sales Process Efficient
One of the critical benefits of sales enablement is that it streamlines your sales process by providing your sales team with access to tools and resources that make their jobs easier. You can leverage these tools to automate tasks such as lead qualification and customer follow-up.
Resultantly, you will free up your sales reps’ time to focus on selling, leading to higher productivity and revenue. On top of that, automation also decreases the need for new hiring, doesn’t waste time, and helps you save money.
4. Increase Collaboration Within Departments
Fostering collaboration between your sales team and other departments is one of the significant benefits of sales enablement. These can be your marketing and customer service departments or others.
By providing your sales team with access to the same data and resources as other departments, you can improve communication within the organization. It also ensures that everyone works towards the same goals, leading to higher revenue and profitability.
Sales Enablement Best Practices
Now that you are aware of the many benefits of sales enablement, here are some of the sales enablement best practices:
1. Make Content Accessible and easy to understand
To help your sales team succeed, it’s essential to ensure they have easy access to the information and resources they need. This means ensuring that all of your sales content is well-organized, easy to navigate, and presented in a way that’s easy to understand.
For instance, if you use CRM or any other sales enablement tool, ensure it’s flexible. Additionally, it should integrate easily with your other sales tools and software so the sales team can get the maximum benefits of sales enablement.
2. Identify High Performing Activities
Another sales enablement best involves identifying high-performing sales activities. Doing so has many benefits, as it helps you convert leads to customers. You can focus your sales efforts on those activities most likely to produce results. This means analyzing your data to identify patterns in customer behavior.
Or conduct surveys or interviews with your sales team to better understand what’s working and what’s not. Once you’ve identified the most effective activities, you can work to optimize your sales process around those activities.
3. Align Your Sales Strategy with Customer Path
Lastly, make sure your sales strategy is aligned with your customer’s path to purchase. Remember, every customer is different and has different needs. So, you need to understand their needs and preferences and tailor your sales process to meet those needs.
You can easily do this by creating your buyer persona, mapping touchpoints, and identifying customers’ goals. For example, if your customers prefer to research online before making a purchase, you should focus on creating high-quality content that helps them make informed decisions.
Conclusion
Sales enablement provides your sales team with the necessary tools or resources they need to streamline their sales procedure. The benefits of sales enablement include an efficient sales process, closing more deals, and capturing more leads. But to capture more leads, momencio is what you need.
momencio is an event enablement platform that helps exhibitors capture, engage, and follow up with their event leads. We offer features like lead capture, retrieval, badge scanning, email follow-up, digital collateral sharing, and real-time lead engagement insights. So, get in touch now and make your events an ultimate success!
