According to a report by Forbes, 8 out of 10 startups crash and burn within the first 18 months. This can be partially blamed on poor marketing skills by business managers. Rigidity is also a major contributor to business failure. However, your business could be hurting where it matters most – the sales department. This article will focus on sales enablement and why business owners looking to succeed must adopt it.
What is sales enablement?
Sales enablement refers to the process of equipping salespeople with the necessary tools, information, and content to ease their work. A company that supports the use of sales enablement in most cases performs better than those which don’t use it at all. So, what does all this mean for your venture? A good business develops an environment that allows its sales representatives to deliver quality content. Focusing on quality delivery helps a business to grow its clientele, who are mainly referrals from previous customers.
According to researchers, many businesses have adopted sales enablement; why not you? This article will give you five solid reasons why you need to practice sales enablement if you hope to have a competing chance. Without wasting time, let’s look at the importance of sales enablement to a business.
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Empowers Sales Reps to be effective in the long term
Sales enablement focuses on the long term benefits of sales reps. Salespeople in traditional marketing focus on making huge sales to get hefty commissions. On the other hand, business enable salespeople to hone in on delivering quality services and products. These two salespeople approach the process of selling in a very different manner.
The traditional sales reps focus on the short goal, which is making sales, while the latter focuses on creating a good relationship with the customer. From the experts’ point of view (POV), delivering quality content increases a business’ clientele, with referrals forming a significant percentage of this client base. Managers should change their reps’ perception of sales, whereby they are supposed to focus more on delivering quality rather than quantity. Quality sales keep businesses afloat in the long run.
Makes managers see importance of Sales Reps
It sickens me when I see managers acting bossy while interacting with their reps. For the sake of your business-well-being, stop acting like a demigod. You should never show low emotional intelligence when dealing with your sales team. Remember, these are the cogs that keep your business in motion. Therefore, listen to what the salesperson has to offer, however petty it might seem.
By opening up, you learn the challenges, fears, and expectations that clients have towards your products. A manager who gets training on sales enablement understands the sales reps and challenges that they face in their line of duty and supports them.
Raises the organization's authenticity
A business that practices sales enablement delivers quality content to its customers. Since the sales rep has adequate training on how the company products or services work, he/she can explain satisfactorily to clients on the same. When a client is making a purchase, they have clear information about the product.
This not only increases confidence in the organization products and services but also gives a clear picture of the organization. Legit organizations have a clear vision and mission. In addition to these, their products guidelines are easy to understand. Trained sales reps are driven by passion rather than greed. Due to the professionalism depicted in its activities, a legit organization is also highly likely to get referral clients.
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Affects other stakeholders positively
Sales enablement influences other parties to focus more on service delivery rather than making more sales. Business moguls argue that the effects of sales enablement cut across different spheres of business in a positive way. Therefore, don’t think you’re only benefiting your salespeople when you recruit them to extra training. Chances that you are affecting three or more parties in the process are very high.
Studies show people will buy things they don’t immediately need because of a few reasons. Perhaps they like the approach by the salesman, want to support the new effort, or are interested to try the product for potential future benefit. And all this just because the rep is enthusiastic about the new product or service. To reciprocate this approach, the buyer goes ahead to experiment with their business, especially if it is a B2B engagement. Within a short period, what started as a wave turns into a tsunami, sweeping all sales bugs along its way . The effect is felt down to the consumer of the product. Of course, this will move and shake the economy to a stronger position.
Makes Sales Reps more innovative
A business that gives its sales reps adequate training and other tools of work stands in a better position to be innovative. When an employee is given a good working environment, they tend to perform optimally. In reference to sales enablement, they are likely to come up with new ideas that give the business a competitive advantage over its competitors. All this happens when a sales rep is given all the tools of work.
The innovativeness of sales personnel depends on the training that the organization offers them. The training should also go hand in hand with freedom. According to research, employees who work in freedom are more likely to come up with innovative ideas than the ones who work under pressure. Give your employees the freedom they need as long as it does not compromise the productivity of the business. In most cases, they will increase the productivity of the business.
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Final thoughts on Sales Enablement
If you‘re still skeptical about sales enablement, you’re not a business-oriented person. Now that you understand what sales enablement is, take your time to draft up a list of issues and address them. Trust me, it’ll work wonders for your business in the long run.
You can start kick off your sales enablement journey today with AI enabled programs like Veloxy Engage and Veloxy Mobile which feed your sales teams with the right information at the right time for their next task depending on several factors such as their context and location. It also empowers your sales team to save time on menial tasks as well as keep track of their customers’ needs and expectations.
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