6 minute read
Sales Enablement 101
Sales are a vital part of any organization. The ability to navigate the customer landscape and sell is an essential strategy to growing and scaling your business. This process doesn’t lie solely with your sales team. A cohesive relationship between the sales and marketing teams drives the success of all marketing efforts. Sales enablement is the piece of the puzzle that makes everything else fit.
What is Sales Enablement?
Sales enablement is about creating a successful strategy, and providing the proper tools to your sales team to help them make the deal. Hubspot defines sales enablement as “Sales enablement is the iterative process of providing your business’s sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.”
Are you empowering your sales team, or slowing them down?
How to Create A Sales Enablement Strategy
The sales enablement strategy encompasses everything from hiring the right people to giving them the right tools to regular coaching to keep them on the path to success. Team structure and concrete, measurable goals assist your team in the sales process.
Sales Process and Data Analysis
The sales process needs regular refinement to improve and maximize leads. The sales enablement strategy should allow leadership and their team to conduct SWOT (Strengths, Weaknesses, Opportunities, and Threats) analyses and modify the process as needed. Our professionals can assist you in formulating strategies that increase efficiency and qualified leads.
Scaling leads and sales also involves appropriately evaluating data. Not all team members may have the technical skills to create relevant reports. Without the most pertinent data, it’s challenging to construct actionable standard operating procedures.
Optimizing Your Content
The content you produce isn’t just for the marketing team. The case studies, white papers, product promotions, and pitch decks created for various channels are invaluable to the sales team. Collecting and organizing these assets will help your sales team develop the emails and presentations they need to snag high-quality leads.
Additionally, producing content geared towards reaching prospects and converting them will give your sales team a content library they can pick from, helping them get in front of more potential customers every day. Content such as email templates and sequences, pitch decks, proposal templates is vital to the sales enablement strategy. Streamlining content fast tracks obtaining new clients, which makes everyone happy.
Prospecting is a time-consuming process. Without the proper training, sales associates will often go about this in a very manual and inefficient way. Sales enablement involves training and tools to automate this process. Calendar links, automated sequences, and other tools let your sales personnel spend their time where it’s needed most.
Sales Enablement Technology
Do you have the tools you need to reach and close those new customers? From direct messaging tools to project management and tech to track your sales pipeline, there are a plethora of tools that play into the sales enablement strategy. Even the right screen share and video conferencing software are important to consider when investing in technology for your team. We’ll work with you to decide on the technology you need to close more deals.
Key Performance Indicators (KPIs) to Measure Progress
Key performance indicators are how you measure success. Have you chosen the right ones? Random goals and targets aren’t likely to have a positive effect on your business’s bottom line. Honing in on the right metrics that move the needle is essential, but sometimes it can be difficult to determine what they are. We’ll help you define the KPIs that mean the most for your business.
Sales Enablement Coaching
Out of all of the sales enablement pieces, this could be the most important one that makes or breaks your strategy. Self-training is far from a bad thing, but learning from a pro will fast track and excel your progress. Coaching improves skills quickly and doesn’t come with a learning curve. We’ll work with you to develop, implement, and refine processes to keep your team on track. We’ll also show you how to generate appropriate KPIs and goals, and coach your team and empower them to grow.
How Tag Marketing Can Help Your Sales Enablement Strategy
Putting all of the pieces of sales enablement together may not be your forte. We’ve mentioned just a few of the key ways we can improve your sales enablement process, but there are many more. We create custom-tailored sales enablement strategies and work with you to implement them. We’ll get you ready to scale your business in a matter of months, not years.
Get in touch to get the sales enablement coaching and strategy your business needs today!