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:
Expectations From A 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
Faster quota attainment results from effective and precise sales onboarding. 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.
By offering call scripts, playbooks, and other relevant procedures and instructions, a sales enablement platform aids novice sales persons in getting up and running quickly.
Sales trainers can find knowledge gaps in their reps and modify training if needed using the most 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 readily available for every situation. 65% of sales reps struggle to find relevant content to send their prospects (source). Meanwhile, a sales enablement program helps them to overcome this problem.
3. Sales automation
Tools for automating the sales process ease sales teams to sell more of their products to the 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’re familiar with.
4. Linking to other tools
You don’t want data to be stored in a separate system, so your sales enablement platform and CRM must be connected. In addition to a 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 that integrate with LinkedIn Sales Navigator, file sharing and meeting tools, or marketing platforms.
5. Tracking activities of prospects
In recent years, many sales enablement platforms have also begun to offer analytics features. It is because 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 get the most out of their investment.
In sales enablement platforms, you can get reports and dashboards that show everything from sales productivity to client engagement, conversion rates to sales numbers.
Now that you’ve 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.