What is Sales Enablement? Definition, Benefits, and Tools.

Remya
Remya

13 May 2022 | 5 Min Read

Your conversion rate is a flatline. You need to get quality leads stat. The central line of your business i.e. the sales are dipping. So, what’s the prognosis?

Okay, enough Grey’s Anatomy. Let’s get down to business. Your sales team is struggling. What should be done? Should you blame your team, fire them or hire new sales reps?

You might feel like a broken record by this point but luckily there are things out there that can help you. Sales enablement is one of them.

In just a few minutes we can show you what exactly this is. How to help your team succeed and how it can give your sales team the tools they need to boost your sales by surprising numbers.

What is Sales Enablement?

Sales Enablement = Equipping your sales team with the necessary armor to fight amidst competition and come out victorious (with great leads and even greater conversion).

Sales enablement is defined as the process of providing tools, resources, and training to the sales teams at your company.

To be honest, it has more to do with team enablement. When your sales team has all the required resources they can succeed in their efforts of closing new business deals and converting leads into paying customers.

It starts with making sure everyone has access to all the latest software that allows them to increase their productivity levels.

Why You Need Sales Enablement?

In the current day and age, sales and marketing trends are evolving like wildfire. To adapt to these changing expectations, it’s vital that strong sales enablement is established within not only your organization but across the board as well.

Sales reps need to have easy access to relevant content, educational tools, and sales intelligent platforms in order to engage consumers effectively.

Image Credit: Highspot

What are the Benefits of Sales Enablement?

1. More conversions

Better trained salespeople are able to lead more prospects into becoming paying customers.

This is a result of the fact that they have everything they need to provide their clients the ideal experience, ultimately closing deals faster and easier than with other competitors in the marketplace.

In turn, these successful sales reps sell more products which lead to an increase in revenue for your organization.

2. The marriage of sales & marketing

Complete sales transparency between marketing and sales teams is like a fairy tale. Certainly, there are companies who have achieved a degree of success with this kind of arrangement, but that's not the case for all.

It requires commitment on both sides, but with the proper tools in place at your company, you can successfully merge your sales strategies and marketing efforts into one.

A sales enablement platform might be the thing that gets everyone on board with an actionable plan to get everyone “playing on the same team” and getting results faster.

3. Opportunities to cross-sell & up-sell

The results of sales team enablement speak for itself = Organized workflows + tighter collaboration + greater opportunities to cross-sell and upsell.

Sales enablement initiatives ensure you can keep up with a wide range of customers, providing them with a better experience and driving commercial value.

By encouraging cross-sell efforts, you build on the basics by offering products that will appeal to your customer’s existing likes and needs.

Additionally, sales enablement initiatives empower you to re-sell an existing customer base in order to increase sales without having to find new prospects every time round.

Sales Enablement Tools & Technology

1. Analytics

You should consider setting up a website tracking and analytics tool like Traek so that your sales team can have a better understanding of prospective customers' needs.

Investing in this kind of tool will help you analyze how visitors are interacting with your website, how interested they are in different product offerings, and what kind of gain in revenue, you need to see from each prospect's interaction for the cost of acquiring them to become worth it.

Your sales team will be able to use data gathered from these tools to come up with better pitches, pinpoint target markets more efficiently, and ultimately convert more visitors to leads.

Automation

Team enablement is paramount, In order for your team members to be more successful, it is incredibly important for you to make their workload lighter.

There are many solutions out there that allow you to complete tasks with the help of automated software.

Such technologies often run themselves in the background without bothering your team so that they can focus on more important matters at hand.

What's amazing about automating tasks is that it frees up more of their time and gets them closer to achieving their deadlines no matter how last minute it may seem! After all, everyone needs a bit of help now and then.

That being said, If you're looking for ways to expedite your work, track results and basically make your team’s life a whole lot simpler, here are some tools that you should definitely try.

Calendly

A modern scheduling software that lets clients block time for a meeting.

Image Credit: Calendly

Toby

Toby let's you organize your browser tabs and all your daily go-to resources such as important docs/sheets/ proposals into one quick tab. You can also create different tabs for specific clients and individual projects.

Image Credit: Toby

Bonsai

A tool that makes paperwork hassle-free. From contract signing to proposals, invoicing, e-signing and so much more.

Image Credit: Bonsai

Miro

An online whiteboard for visual collaboration to bring teams together, anytime, anywhere.

Image Credit: Miro

Planning & Management Tools

Account planning plays a pivotal role in the success of sales teams. An account plan provides structure to your account management projects, helping make it possible for your team members to follow a defined plan that is mapped out according to their specific objectives.

To get aligned with your key prospects, the detailed action steps outlined in an account management plan are conducted at specifically determined times and places such as cold calls during certain months or targeted marketing campaigns based on demographic information.

Enable Your Sales Team With A Sales Intelligent Tool Like Traek

Traek is a smart tool that helps companies track their website traffic better. Instead of having to go through page views, we give you the tools to see who's doing what and where they're coming from so you can understand how to convert them.

This way, when it comes down to making your next move on your target market like lead generation or email collection, you'll do it as optimally as possible with Traek.

Track companies, not just sessions!

Interested to get started? Sign up for a free 30-day trial or learn more about Traek.

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