Table of Contents
The main goal of sales enablement strategy is to strengthen the sales process by providing resources, content, and support to your sales team every day. Sales enablement is rooted in streamlining sales operations by utilizing the talents of sales and marketing teams.
Throughout this article, we’ll cover the following subjects in depth:
What sales enablement is
What a sales enablement team does
How to create a solid sales enablement strategy
What your sales enablement teams should be doing on an everyday basis
Read on to learn all about the goals of sales enablement and how this process is used to strengthen your sales organization.
What is Sales Enablement?
Sales enablement is the process of providing resources, sales training, and content geared specifically towards improving the sales process.
A sales enablement program is designed specifically to help your sales reps do their jobs well and ensure that they are well prepared to make conversions from leads into customers.
Your sales enablement efforts should do the following:
Improve the efficacy of your sales teams
Lean on the talents of your marketing and sales teams
Employ sales enablement software to help with content creation and storing client data
Have designated training programs for sales leaders
Focus on sales performance
Focus on equipping sales teams with sales content and graphics
Your sales enablement processes should ultimately work to strengthen sales strategy and the efficacy of your sales cycle.
This is an ongoing process, and effective sales enablement does not happen overnight.
As long as you keep your sales enablement goals centric to your processes and continue to use data to gauge the efficacy of your strategy, your sales enablement process will be heading in the right direction.
What Does a Sales Enablement Team Do?
Having a designated sales enablement team can be a valuable asset to utilize in the pursuit of your goals.
Your sales teams are made up of sales reps, and you don’t want to take any of these individuals away from selling in order to focus on sales enablement strategy.
Having a group of individuals focused solely on sales enablement success may be just what your business growth needs to help with closing deals and generating revenue.
Here is what a sales enablement team could do for your business:
Monitor the success of the sales funnel
Measure sales efficiency
Train sales representatives on how to optimize customer success
Find the right sales enablement strategy for each sales rep
Measure the effectiveness of each of your sales enablement solutions
Each sales rep will sell a bit differently, so having a team dedicated to improving each person individually is truly an invaluable service.
How to Craft Your Sales Enablement Strategy
Before you get to work on designing your specific sales enablement strategy, you must first take time to evaluate your specific goals when it comes to sales and generating revenue.
Here are some other functions that your sales enablement strategy could focus on aside from the main goal of strengthening sales cycles:
Streamlining the process of converting a marketing qualified lead into a sales ready lead
Shortening sales cycle length
Outlining ways to measure success across the sales force
Best ways to use your marketing team in this process
Storing customer data and generating more revenue
Employing sales enablement technology and sales tools for customer relationship management
Figure out what matters most to your business and what areas need to be improved before you launch your sales enablement efforts.
Focusing on sales effectiveness is a given, so dig deeper and uncover all of the goals that you have for your sales enablement leaders.
What Your Sales Enablement Teams Should Be Doing Everyday
Once you have figured out what matters most to your business and how sales enablement can be used to alleviate certain issues, you can then begin utilizing your business’s sales enablement team.
It is worth noting that your marketing team is also instrumental to the sales enablement process, especially regarding content creation and graphics that can be used in sales conversations.
Making sure your sales enablement leaders are working alongside your marketers will help strengthen this process right from the get-go.
Once you designate who “owns” sales enablement, they should be doing the following daily:
Monitoring sales and marketing teams daily
Looking into sales enablement metrics
Making sure sales representatives are supporting the buyer’s journey
Drawing up a sales enablement solution if needed
Speaking with sales professionals
Partaking in sales coaching when needed
Monitoring the success and efficacy of the sales pipeline
Selling your products and services is what makes your business profitable, and this is what makes sales enablement important.
Your sales enablement programs should constantly be working to strengthen the sales effectiveness of your business, and this is best accomplished through a designated group that works to optimize sales enablement success.
Keep your goals in mind throughout this process.
Make sure each sales enablement tool has a purpose, and use these tools effectively.
How Kennected Uses Sales Enablement Tools
Here at Kennected, sales enablement is a vital process to the success of our own sales force, as well as something we strive to educate our clients on.
We work with businesses who are looking to strengthen their own sales enablement strategy, so we worked hard to improve our approach and learn what we could about the subject in order to educate others.
As an ongoing process, it is important to remember that sales enablement will improve your sales efforts if implemented correctly.
Take the time to learn where support is needed and work to reduce any pain points.
Your sales force will thank you!
Hop-On The Kennected Train
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.