Making your sales team more successful is not an easy task. It combines both your ability as a manager to generate changes within your team, and the strategic skills to raise your people into accomplishing the goals you need them to. Here are some sales enablement tips that will help you grow your business.
Sales Enablement: What you should know to grow your business
What is Sales Enablement?
Sales Enablement is a process that aims to create the maximum performance of a sales team by providing them with tools, content, and strategies to help them boost their productivity. So, its function is also to align marketing and sales strategies, explore everything that your product or service can offer, and optimize your commercial approach.
How do you know if you need to implement a Sales Enablement Process?
- You want your sales team to be more effective, and close more deals.
- You have a high turnover rate. If you keep your sales rep, he will get better over time.
- Your marketing and sales team need to work more in tune.
- You are tracking your results but have no insights at all.
- You are not tracking your team’s performance at all.
If you felt identified with any of the previous points, it is likely that your team needs some sales enablement training. Certainly, this is something that involves not only the sales team but the entire company. Therefore, different departments must work together to support and assist sales to be successful. In conclusion, what makes a sales enablement process work, is to include several factors that are key when implementing this strategy.
The road to success
Know your customer
Make sure you know your buyer well. Who he is, where he is, how he thinks, where you can locate him, and what his habits of use and consumption are. The first thing you need is to know who you are going to sell to. This way you can find a “language” and an efficient way to do it.
Identify pain points and challenges
Every organization faces challenges of any kind. To be successful means to be able to overcome them. Above all, companies must understand their specific issues to guide the sales enablement process.
Recruit new members
One of the first steps you should take to start the process is to recruit new members. If you already have the right people, you need to be certain that your team will perform at its best. Therefore, you need to count on talented people with the right set of skills for the roles they’re going to perform.
Train your team
It should be clear that everyone should receive training when taking up new positions, without exception. It doesn’t matter if the person has previous experience in the area or has worked for your company but in another department. If your staff isn’t new, give them another training in which they set new goals and a new mindset. If the old is not working, it is time to innovate, evolve, and together achieve success.
Get the right tools
Once this is done, the next step is to give the team the necessary tools to get the job done right. You can try to update your software to build a strong CRM. Or get the right platforms to automate all your marketing and sales processes. This will also help you manage your leads, you email marketing strategies, or generate reports to measure your team’s development.
To sum up, remember that the most important thing is to encourage a new mindset inside your team. You also need to make training rewarding and to manage the resistance to change. This will help you prevent auto-sabotage and present your new process as tools to improve.
Can you think of other tips that might be useful in a sales enablement process?
Do you need help to make your sales team more successful? Let’s talk!