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