Sales enablement best practices are essential if you want your sales team to be more effective and efficient. Your salespeople are already doing their best, but they need tools and content to get ahead in their job. The tools and content should be easily accessible to the reps and must be updated regularly to keep them from getting behind or making mistakes. However, it is not wise to expect drastic changes in your sales team overnight. Instead, start with small changes that will help them adjust.
Build a sales enablement charter
To build a sales enablement charter, you must first understand your current sales challenges and goals. You should also define your target groups, KPIs, and mission statement. Your sales enablement charter must also define the scope and resources required to implement your sales enablement strategy. By doing so, you will be able to identify areas for improvement and strategizing.
Whether you’re just starting out or looking to improve your existing sales process, a sales enablement charter lays out how your team can achieve its objectives. The charter defines your strategy, tactics, and deliverables, and it is important to revisit it periodically to ensure your strategy is still working towards the company’s goals. The charter will help you move from scattershot efforts to strategic, repeatable processes.
The charter should also identify the technology being used. You can then determine if there are any redundancies, areas for improvement, and gaps in your sales enablement program. Once you have defined your goals, you can begin to define metrics to measure your results. For example, you can track how long it takes for a new salesperson to make their first sale. You can also measure how well the team communicates with each other.
Create a sales enablement technology stack
When creating a sales enablement technology stack, the first step is to identify your key performance indicators. These KPIs will guide your choice of technology and help you secure stakeholder support. These KPIs can also help you secure adoption of the technology. It is imperative to choose the right technologies for your business.
The right technology stack can streamline your sales reps’ activities and help you maximize your return on investment. It can also help you achieve alignment between your marketing and sales departments. Adding the right sales technology stack can make the difference between an average and an exceptional sales team. It can save your team time and energy and drive increased sales.
Your salespeople are doing their best to sell for your business, but they need the tools and content to make their jobs easier and more effective. The content needs to be easy to access and up-to-date, so reps do not fall behind or make mistakes. You can’t expect to see major changes overnight, so start small and make it easy for them to adjust.
Organize sales enablement resources in a way that makes sense to your reps
Your sales enablement program should provide your reps with resources that help them close more sales. It should also address the pain points that your target customers have. It should also include best practice resources and full-scope feedback that leads to more qualified prospects and shortened sales cycles.
Sales enablement involves many components, including training, onboarding, and coaching. The best companies have an enablement program that involves the entire organization, including Customer Success, Product Development, and the C-suite. The goal is to help your reps close more deals and maximize revenue.
Organize sales enablement resources in logical categories that make sense to your reps. Make sure the content is easily shareable and is targeted to decision makers. Make sure to include the customer support team in the sales enablement process, as they understand the challenges your customers face after they purchase your product. Also, make sure your sales managers are involved. They are the main contact between marketing and sales, and they need to know which tools and content are working and which ones aren’t.
Your sales enablement resources should have a clear owner and a centralized organization. You should also include a sales content review calendar. You should also consider working with a marketing partner for on-brand content creation. Once the content is approved, organize it in a central location, and tag it with a consistent naming convention so your reps can easily find what they’re looking for.
Gather feedback from customers
As more businesses strive to improve the customer experience, gathering feedback from customers is more important than ever. Sales enablement is a key component of sales strategy. It focuses on the skills and technology used by salespeople to better serve customers. When implemented properly, it can increase productivity and help salespeople close more deals.
Sales enablement best practices should always be customer-centric. Customer-centered sales strategies earn higher win rates and quota attainment than those without. Unfortunately, nearly twenty percent of companies don’t have a customer-centered strategy, allowing them to lose out on opportunities in increasingly competitive markets. Therefore, the first step in implementing a new sales enablement strategy is to identify customer needs and gather feedback from customers. It’s also important to remember that 70% of the sales process begins with the customer, who does most of the research before reaching out to a vendor.
The next step in sales enablement best practices is to measure the effectiveness of the sales process. Metrics should be created for both the customer and sales team to use in making decisions. Measurements should be specific enough to allow for continuous improvement.