What do you know about the Sales Enablement methodology? Do you know how to implement it in your company? Not applying sales enablement to your company is throwing money away.
That is the subject of today, come with me!
What is Sales Enablement?
Sales Enablement is a strategy for empowering commercial teams. This process is done with the content, guidance and training they need to engage and engage customers.
In this strategy, professionals build the ideal structure to capture new leads. He is also responsible for translating the company's strategies into tactics aligned between Marketing and Sales. The positioning of the product and brand is explored and what optimizes the commercial discourse.
In practice, implementing new tools, creating or optimizing processes and even training the team are some of the main responsibilities that you will have when developing Sales Enablement in your company.
5 steps of Sales Enablement
Recruitment and selection
First, the professional maps the skills of the sales professionals who have the best results for the company. What they do in the technical and behavioral aspects that allow them to consistently achieve good results.
Second, it is necessary to describe each skill, describing the knowledge necessary to develop it, and finally describe the behaviors that reflect the conduct of each professional who has them.
These results should be sought in the professionals who are participating in the selection and recruitment.
Implementation and optimization
Now that the professional has been hired based on his skills, it's time to focus on his development.
Take into account what the professional must learn to achieve his goals, both in terms of technical and behavioral knowledge and skills.
However, remember that each person has a different learning style, so it is necessary to connect the concepts with something concrete.
Training
In the Sales Enablement methodology, the consultant supports the new employee, promoting an acceleration in the seniority process, which ensures greater mastery of the activities and tools necessary to overcome the goals in the shortest possible time.
Equip the team
After the new employee performs 100% of the Learning Track modules and obtains excellent grades in the sales simulations accompanied by application of the Check-up Sales and followed by Coach Feedback, he moves on to the next step.
The company needs to have a Sales Playbook, which contains all the information about the company's commercial process, which allows a standardized application throughout the sales area, since the attraction inbound or prospecting outbound until the closing of the sale.
However, it is in the workplace, with the tools that the professional will use on a daily basis, that complete training takes place. Therefore, it is essential to carry out monitored repetitions of the process, whether for the Inside team or Field Sales.
Assessment or monitoring
As we know that it is not possible to improve what we do not know is wrong, at this stage, it is essential to monitor and analyze the daily sales KPIs,
In addition to implementing tools that assess the general quality of development activities and the results obtained.
Sales Enablement Principles
Like most methodologies, Sales Enablement is built on a few pillars:
Commitment to the process
The Sales Enablement process requires information from multiple teams, clear expectations and a plan to execute the goals. However, it is important to emphasize that this is not a single and definitive strategy, but an ongoing process. Therefore, your planning should allow enough flexibility to evolve as needed.
Need for team involvement
Sales Enablement “arms” salespeople with the tools and skills needed to engage buyers. The sales team is the focus of the Sales Enablement efforts, after all they are an essential part of the process. The sales team must work together with Marketing professionals and thus significantly improve the quality of the product or service delivered to customers.
Involvement equals revenue
Sales Enablement improves sales performance by helping representatives to perform their tasks consistently and effectively with potential customers and also with those already established throughout the buyer's journey.
In that sense, involvement means opportunity. To that end, the strategy and execution of the sales content must be accurate. In addition, they are data-driven and made available in the most useful format for your target audience.
The benefits of Sales Enablement
Increases customer confidence in your company
Increase customer confidence in your brand
With the team all aligned, the potential customer feels more secure to negotiate and make a commitment. In this way, its authority in the market also rises, since its brand is now seen as a reference in credibility.
Analyze data and drive improvements
When using Sales Enablement, you understand how to transform the collected data that is complicated and confusing into easy and useful reports.
Thus, you can make a smarter use of your resources.
Make adjustments to the sales process
Identifying the flaws enables attitudes that avoid wasting time and money with actions that do not lead to the ultimate goal of accelerating the sales process.
Automate processes
Process automation frees up time on your employees' schedules, increasing production. Which, for a business, also means saving money.
Identify qualified leads
With Sales Enablement, you can use features like lead scoring, which is like a score, to know which leads are more or less hot. That way, you can target your campaigns to the leads that you think are most appropriate at that time.
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