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What Should You Expect From A Sales Enablement Platform?

sales enablement features

 

Gone are the days of sales teams working in silos. Instead, to be successful today, sales and marketing must work together to create a well-oiled machine that can generate leads and close deals. This is where a sales enablement platform comes in. 

 

A stack of resources is available online to assist you with how and why it’s required to utilize a sales enablement platform for your sales team, and the outcomes of the suggested ideas sound fantastic. However, there are a few aspects you should know and understand to avoid confusion. This article will discuss what you should expect from a sales enablement platform. Let’s get going:

 

Key Features to Expect in Sales Enablement Platform

 

Before jumping on a firm decision, you should consider the expectations from a sales enablement platform. So, after buying one, you won’t regret it. Following are some potential features that most of the sales enablement systems offer:

 

1. Amplified sales onboarding and training

 

Effective and precise sales onboarding results in faster quota attainment. It enriches sales productivity if the onboarding and training of new sales employees go as quickly as possible while still ensuring that they are excellent ambassadors of your brand.

 

A sales enablement platform helps novice salespersons quickly get up and running by offering call scripts, playbooks, and other relevant procedures and instructions.

 

Also Read: 5 Things to Remember When Choosing a Sales Enablement Platform

 

Sales trainers can find knowledge gaps in their reps and modify training using cutting-edge sales enablement technologies. In addition, they can track the team’s progress using milestones and certificates and automatically assign learning courses based on their situations.

 

2. Highly optimized content management system

 

Sales representatives employ much content in the sales operation. Prospects move more quickly through the buying process when there is highly tailored material. Among the many documents customers request are presentations, competitor comparisons, brochures, white papers, case studies, and technical documents. You can expect a platform for sales enablement that makes it simple for salespeople to locate, access, and share those documents.

 

Together, the marketing and sales team can develop content that reps can modify to suit the requirements of any prospect. As a result, they can showcase extremely pertinent information whenever it’s on demand. A perfect alignment of both teams can make the content management system available for every situation. 65% of sales reps struggle to find relevant content to send their prospects.

 

Meanwhile, a sales enablement program helps them to overcome this problem.

 

3. Sales automation

 

Tools for automating the sales process ease sales teams in selling more of their products to prospects. Sales automation automates monotonous, manual procedures, freeing you and your sales staff to concentrate more on closing deals. 

 

Since most reps dislike data entry and other administrative work, a sales enablement platform should assist them in automating tasks when needed. This automation includes methods like automatically enriching data and others you know. 

 

Also Read: Learn the Differences Between Sales Engagement vs Sales Enablement

 

4. Integrate with sales CRM

 

You don’t want data stored in a separate system, so your sales enablement platform and CRM must be connected. In addition to CRM integration, sales enablement platforms often offer integration to other tools so that the sales team or other departments can operate these technologies quite effectively. Examples include tools integrating with LinkedIn Sales Navigator, file sharing and meeting tools, and marketing platforms.

 

5. Tracking activities of prospects

 

In recent years, many sales enablement platforms have also begun to offer analytics features. Businesses have realized the importance of data in making informed decisions about their operations. A good sales enablement platform will provide robust tools and comprehensive analytics so companies can maximize their investment.

 

Sales enablement offers reports and dashboards that show everything from sales productivity to client engagement, conversion rates, and sales numbers. 

 

Now that you have a clear view of a sales enablement platform and what you can expect from one, you can make a purchase. Businesses nowadays must adapt to a new reality because of the changes in how consumers assess and decide which products to buy. 

 

Today’s buyers strongly prefer to do business with salespeople who can provide value and guide them in their purchase decisions. Therefore, a sales enablement platform is not a luxury but a competitive must to adjust to these new expectations.

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