Sales enablement is critical for any organization that wants to improve its sales results. By definition, sales enablement provides the sales team with the resources they need to sell more effectively.
For a company to succeed, its sales team must be equipped with the proper tools and training to excel in today’s market. Unfortunately, many companies either don’t know about sales enablement or are not using it correctly.
So, the demand for sales enablement strategies is growing exponentially. Top-tier firms worldwide are rapidly adopting best practices to ensure that performance standards continue to improve beyond the days when training was limited to the classroom.
Here are five best practices for sales enablement that every company should follow to be successful. Keep scrolling!
Related: 5 Things To Remember When Choosing A Sales Enablement Platform
5 Sales Enablement Strategies For Inside Sales Teams
Inside sales teams use various tools and best practices to empower their employees, maximizing results for the company. Here are five sales enablement strategies that will help you be more successful.
1. Interactive weekly meetings
One common mistake remote inside sales teams make is to limit enablement efforts to a weekly ad-hoc “all-hands call.” While these calls are essential for communicating results and objectives, they should not be the only enablement effort.
Meanwhile, the key to success for an inside sales team working remotely is to shift the primary focus to two-way interactive dialogues between individual contributors and direct management. This can be achieved by conducting two types of meetings:
A meeting between sales leaders and front-line sales managers to communicate the organization’s weekly objectives. A meeting between front-line sales managers and individual contributors; for sales reps to contribute feedback and managers to ensure critical messages have been understood.
With this structure in place, organizations can be assured that everyone remains focused on achieving weekly revenue goals while also having the opportunity to correct them if necessary. In addition, when executed effectively, this strategy will create a more cohesive and aligned sales team better equipped to succeed in a remote environment.
2. Progression via certifications
A sales training program is the foundation for providing reps with the skills they need. To maximize sales and ensure that reps can meet customer needs, it is essential to provide quality training. This training should establish a solid understanding of the market, the customer, product knowledge, and sales best practices.
Moreover, a sales enablement program should be designed to provide sales reps with new learning opportunities on an ongoing basis. Presenting lessons one at a time and reinforcing them as necessary will help salespeople digest what they learn.
By offering electronic exams and certifications, sales enablement programs help top sales teams stay ahead of the competition. In addition, the ability to determine progression via online certificates allows sales reps to recall and apply the information they’ve learned.
By doing this, you can quickly scale the sales team as necessary and ensure that everyone receives the same training to create a well-rounded team that is prepared to tackle any situation.
3. Share Top-performer’s success story
In the conventional workplace, it can be easy to take how top sales reps close deals in the field for granted. However, by looking at their strategies and best practices, organizations can learn much about what separates the most successful salespeople from the rest of the pack.
When analyzing top performers, some key points to keep in mind include:
- What pitch is attracting more interest?
- What objections are being overcome?
- What follow-up strategy is resulting in more closed deals?
By encouraging an environment where sales team members feel comfortable sharing their best practices and strategies, organizations can ensure that everyone is continually operating at the top of their game.
4. Efficient solution through tech tools
Technology has revolutionized the world of sales, making it possible to connect with prospects around the globe and provide them with information about the product or service. However, the right tools can make a difference for inside sales teams, helping them maximize their results. Here are some tools that help them perform effectively.
- Marketing automation: to optimize campaigns that support sales
- Market intelligence software. It provides information about markets and companies that helps sales reps
- Business directories: They give details on businesses by segment.
- CRM: Manages customer data
- Virtual conferencing: to connect with customers globally
- Automatic dialing: to relieve reps from the busy work of dialing
With all these tools, salespeople can spend more time engaging with prospects and moving them through the buying cycle. In addition, these tools will help them make sales much more professionally and efficiently than before.
5. Adopt sales content management system
It can be challenging for inside sales teams working remotely to access the materials required to sell effectively. Content organized by tags, such as persona, product category, or industry, can help drive efficiency. Additionally, team-specific topics help to ease the difficulty of accessing needed materials.
By adopting a sales content management system, teams can provide reps access to centrally managed assets while allowing them the flexibility to personalize content based on each client’s specific needs.
Sales enablement teams can then monitor these changes and propose new ideas to the entire team, boosting the efficacy of shared content. In today’s hyper-competitive marketplace, those who can effectively manage their sales content will be well-positioned to win.
Sales teams must constantly learn and evolve to keep up with the latest changes in the market. Implementing these five sales enablement best practices will help your inside sales team stay on top of their game and increase their chances of success.
