Sales enablement is a strategic, cross-functional process that delivers the right content and tools to your sales team at the right time to help them close more deals. When done correctly, enablement boosts sales productivity, win rates, and quotas. Here’s how you can use sales enablement to boost your sales.
Developing a Process
The first step in using sales enablement to boost your sales is developing a process. Without a well-defined process, it’s impossible to know what’s working and what isn’t. Furthermore, a lack of process leads to wasted time and resources. To develop an effective process, follow these steps:
1. Define your objectives: What does success look like? Quota attainment? Increased deal size? Improved win rate?
- Analyze your current state: Where are the pain points in your current sales process?
- Create buyer personas: Who are you selling to? What are their needs and challenges?
- Develop content and tools: What content and tools will help your buyers overcome their challenges and meet their needs?
- Create a cadence: How often will you deliver content and tools to your sales team? Weekly? Monthly? Quarterly?
- Measure success : How will you measure the success of your sales enablement program ? By quota attainment ? By win rate ? By deal size ?By something else ?
Implementing Sales Enablement Technology
Once you have a solid process in place, it’s time to start thinking about technology. The right technology will make it easier for you to develop, track, manage, and deliver content as well as measure success . When selecting technology , keep these factors in mind
Ease of use : The last thing you want is for your sales team to rebel against using yet another system . Make sure whatever platform you choose is easy to use and fits seamlessly into your existing systems .
Integrations : Speaking of existing systems , you’ll want to make sure that the platform you choose integrates with the rest of your tech stack . Otherwise , you ’ ll just end up with a bunch of siloed data .
Budget : Make sure you pick a solution that fits within your budget . You don ’ t want to overspend on bells and whistles that you ’ ll never use .
Features : Take some time to evaluate which features are most important to you . For example , if you need a solution that can do more than just deliver content , then make sure the platform you choose has built – in analytics or CRM integrations . Selecting the right technology is critical to the success of your sales enablement program—so choose wisely !