Table of Contents
Sales enablement in itself is not a commission based process. Since your sales team has commission as a prevalent motivator, sales enablement strategy can involve the leveraging of commission throughout the process.
Throughout this article, we’ll cover the following topics in depth:
What sales enablement is
Roles of your sales and marketing team in this process
Best practices for sales teams
How marketing and sales work together to aid the sales process
What is Sales Enablement?
Sales enablement is the important process of providing your sales reps with the necessary materials, resources, and content needed to help them sell more effectively.
Each sales rep is different in their selling style and success, so a sales enablement strategy needs to be built around the needs of each sales representative separately.
Frequent sales training is crucial to the success of sales enablement, especially when your marketers have produced new sales enablement content for the sales cycle.
The most important thing to keep in mind regarding sales enablement is flexibility.
While commission is a motivating factor for your sales team, you need to constantly be evaluating your sales enablement process to ensure that you are doing everything you can to implement sales enablement best practices.
Now that we know why sales enablement is so important, let’s outline what roles your sales and marketing teams have in this process.
Roles of Your Sales and Marketing Teams in Sales Enablement Strategy
Since sales processes are driven largely by your sales team, let’s start there.
Aside from selling as effectively as possible, your sales reps are responsible for the following:
Streamlining the sales funnel
Looking into sales enablement analytics to effectively sell
Closing deals through customer conversations
Referring back to sales operations when needed
Creating sales enablement teams to hold each other accountable
Implementing each sales enablement program into their selling strategy
Your sales team owns sales enablement, so make sure that they are using the resources provided to them and providing feedback when necessary.
Since sales enablement is all about strengthening sales effectiveness, ensure that sales departments are collaborating frequently and holding themselves accountable.
Your marketing team also has a critical role in this process.
Their responsibilities are as follows:
Speaking with sales professionals to ensure their content is working
Using digital marketing practices to generate revenue
Studying data driven insights
Evaluating the CRM system
Producing high quality content for the buyer journey
Bridging the gap between the marketing and sales teams
To ensure customer success and cohesion for the entire sales organization, collaboration between the two departments is absolutely essential.
Share valuable insights with your marketing teams to demonstrate efficacy of their content creation.
Use automation tools to track success of each sales rep and use these metrics to improve their strategy.
Sales enablement is a group effort, so be sure to utilize the talents of everyone involved.
Best Practice for Sales Teams
Your sales team is at the heart of this process, so it is extremely important to save time whenever possible and think of the bigger picture.
Your sales representatives need more resources to create an iterative process, so create content accordingly and establish a feedback system to support this communication.
When selling your product or service, make sure your sales reps keep these items in mind:
Using commission as a motivating factor
Remembering their key role on the buyer’s journey
Keeping sales goals in mind
Making sure that everyone in sales enablement is on the same page
Speaking with sales managers to strengthen their own selling strategy
Making more deals using content creation
Using sales content accordingly
Make sure your sales team is intrinsically motivated to perform well, but use commission as a way to leverage their efforts.
Since your sales force is driving your revenue and overall business venture, give your sales team the proper resources to succeed.
Motivate them to perform well and make sure they want to do their best every single day.
How Kennected Uses Sales Enablement Strategy
Here at Kennected, we work hard to implement sales enablement best practices every single day for our business.
It is important to us that our sales team is supported and our marketing team is making a significant daily contribution to the revenue generation.
Use sales enablement to align your marketing and sales groups.
You’ll see improvements in your business across the board.
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.