According to a definition by Forrester, an influential research and advisory firm, sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.
To make it simple, sales enablement is a defined practice to increase sales by providing the sales team the necessary information, training, and techniques they need to have for a healthier sales communication with prospects.
So, what exactly makes a great sales enablement process? For that, you need to consider a few factors.
As soon as a new member joins your team, make him aware of your organizational culture, values, mission, and vision. It is important that every member of your team is familiar with these. You also need to make them aware of the different strategies and sales process you have. This allows your team members to dive into the workflow as quickly as possible and be on the same track as everyone.
Everything in the world keeps evolving, and the market and its products are no exception. So, providing product sales training is the most important factor to be considered for sales enablement. Here, training does not mean just providing product information such as the features and enhancements in your product. You need to train your employees on “what to sell” along with “how to sell”.
3. Organizational Communication
Your sales people might be too occupied to communicate often. But, regular communication across departments, teams, and team members is essential for any organization. You need to keep communicating on a daily basis with all your team members. This is essential as it helps everybody learn from each other’s experience, enhance their skills and get more sales.
4. Build Relationship
Ask any of your sales people and they tell you how difficult it is to close a sale. It is effective communication that helps you build a good relation with customers. Good relationships can often drive you to a successful sale. Sometimes, it can also help you convert your customers to your brand advocates.
5. Post-sale Follow-up
Closing the sale does not end your responsibility. A relationship once built must be maintained for further better results. You need to follow-up your customer post-sale to ensure he has been able to utilize the product to its fullest capabilities. This can make the customer feel valued and he may consider promoting your product to his friends and family or buying another product.
With all these aspects contributing to great sales enablement, the foundation for building a good sales team is always continual training. It helps the sales team to reach their goals of closing more and better sales. Hope you find this post helpful. Please share your thoughts through your comments.