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3 Ways Sales Enablement Tools Increase Sales Productivity

Posted by Francine Haliva on May 6, 2015 8:46:00 AM

We all want to help our sales teams sell more.  The question is "How"? Sales people have the world at their fingertips, with anytime, anywhere access to information thanks to the internet, CRM systems, and a plethora of technology.  And yet in a recent study by Deloitte University Press, a startling 72% of respondents said that they can't find the information they need within their company’s information systems.  The basic challenge remains – to provide sales people with quick and easy access to the information they need in the heat of the moment.

One of the hottest topics in business today is sales enablement. Its goals include centralizing your company's most valuable assets (information), identifying the best sales opportunities and empowering sales people by providing them with the right tools at the critical moment so they can perform better, faster.   

To gain a better understanding sales enablement, it’s worthwhile to review how the industry sees it today.  Below are some highly regarded industry definitions that will put it into perspective:

“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.” Forrester Research

“Getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.” – IDC

“Aligning marketing processes and goals, and then arming sales with tools to improve sales execution and drive revenue.”  The Pedowitz Group

Companies are looking for sales enablement tools that will empower their sales force to work more efficiently.  When information and content is buried in hard to find locations or can't be accessed quickly, it can be very difficult for a sales person – often with a customer on the phone – to respond in a timely fashion.  This is frustrating for both the sales person and the customer.  

Here are 3 ways sales enablement tools increase sales productivity:

1.  Drive revenue growth 

Thanks to the quality of data, sales enablement tools, and access to the right sales information at the right time, at the right place, the revenue/sale can potentially go up, and the time to sale can be decreased.
2.  Improve sales effectiveness
By simplifying the sales process, improving sales productivity, and showing a return on the investment of sales assets the effectiveness of the sales team can be increased.
3.  Differentiate the customer experience
A higher level of collaboration between marketing and sales operations, clear messaging, buyer insights and just-in-time sales guidance help raise the customer experience to a higher level.
Organizations are recognizing the value of aligning the goals of each business facet, combining resources and working together to develop a sales enablement plan to drive growth.  Business leaders are focusing on sales enablement as a way of empowering their sales people by providing valuable buyer insights, just-in-time processes, and a seamless experience so they can close more deals.  Sales enabled sales teams have the best chance of achieving continued sustainable success.

What tools have you implemented in your organization to enable and empower your sales teams?

Topics: Sales Operations


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