In today’s competitive environment, 40% of businesses could not meet their sales goals in 2020. That means businesses fail to support their sellers and ease their complex sales process. In addition, any sales team will likely run into challenges if they don’t have access to the right tools and resources.

 

As a sales leader, you need to equip your team with the necessary resources so that they can have no more difficulty achieving the desired sales targets. And that’s what sales enablement is for. It provides your team with all of the necessary information at each stage to successfully reach the final sales stage. 

 

This makes it quite obvious why the term “sales enablement” is discussed more and more when defining a company’s success. In this article, let us explore tips and tricks to help you develop a foolproof strategy for succeeding in a sales enablement process.

 

Specify your enablement goal

 

 

First and foremost, you need to formulate a well-defined goal. To do that, you must examine several metrics to comprehend how well your current sales process is performing and spot the obstacles slowing down your cycle. 

 

Here are the metrics that you need to consider while defining a target goal:

 

1. Ramp time: The amount of time it takes new sales reps to reach their full productivity after joining your company.
2. Win rate: It represents the percentage of deals that your business closes.
3. Deal size: It represents the average value of all deals closed.
4. Sales cycle length refers to the time the sellers take to convert a cold lead into a closed deal.

Once you analyze all the above metrics, you can determine which portion of your sales process is trailing, and, as a result, you will be able to devise the perfect goal for your sales team. For instance, if the length of your sales cycle is getting longer, you may need to find ways to keep it short.

 

Know the behavior change

 

Once the goal has been strategically planned, you must understand how your sellers’ behavior can impact your goal. To understand this concept, let us again take the above example: If you want to shorten your sales cycle, you must go back to some of your previous most significant closed sales and determine what kind of sales conversions enabled your sellers to seal the deals. 

 

By doing this, you might understand that your successful deals get closed when your sellers sell on value rather than price.

 

Build the new behavior with the further training

 

 

Now that you know how behavior change can drive sales, you must instill this behavior in your sellers. Well, how do you do that? You can do so by offering specialized training. 

 

For example, design several modules that help your sales reps understand how to sell on value and handle objections without providing a discount at every step of the sales process. Finally, offer them personal guidance to boost their motivation. Such training can forge a strong sales force ready to close your deals swiftly.

 

Measure your progress

 

It is time to measure the progress you and your sales team are making toward sales enablement goals. Here you must ask several questions to gauge your performance, like, “Was your training practical?”; “Did the behavior change make an impact on your goal?”; “Did your salespeople meet their quotas?” 

 

You need to know what is working and what isn’t. Only then can you modify your plans to accomplish the desired goal.

 

What Tools Are Required For Sales Enablement?

 

Your sellers need the right tools to seal your deals successfully. Right? Well, what tools should you include in your sales enablement toolkit so that you can better feed your reps with qualified leads and move your deals more quickly? Here are the must-have tools that you may need for an effective sales enablement approach:

 

CRM

 

 

One of the essential tools in a sales enablement strategy is CRM since it helps your sales team keep track of client records and highlights the possibilities and risks in the ongoing sales process. So, here you can find the most insightful results in one place. 

 

When you automate the flow of CRM’s client data and integrate it with enablement tools, your sales reps can work more efficiently and, hence, can drive great sales for your company.

 

Related: Everything you need to know about Sales CRM

 

Call coaching tool

 

With a call coaching tool, you can capture critical moments in your sales conversation and use them for training. You can also use this tool to determine whether your sales representatives have adopted the necessary behavioral changes for closing successful deals. Additionally, it assists you in keeping track of keywords that indicate your progress toward achieving your goal.

 

Learning management tool

 

Your learning management tool needs to cover important topics such as new product information, the state of the market at the moment, and various selling strategies. With this training, your sellers can understand how to move a lead from the top of the funnel to the bottom.

 

Sales enablement tool

 

The sales enablement tool ensures your sales reps receive the right coaching and training to develop into skilled salespersons.

 

If sales are the lifeblood of your company, a sales enablement strategy has to be a routine exercise to keep your organization healthy. In addition, employing sales enablement platforms can be one of the biggest differentiators regarding developing alternative solutions and winning business. The above information will help your sales team operate like a well-oiled machine and significantly improve your win rates in no time.