is challenging. In the same survey, 58% of sellers said virtual selling is harder than selling from an office. Yet only 29% are trained on how to do it. Sellers have to learn how to be as effective behind a screen as they are in the room.
With economic uncertainty, there’s less room for error. Market upheaval raises the stakes, and puts sellers under pressure to keep revenue from dropping. It’s not just about growth anymore, but effectiveness, too. Sellers need to do more with less.
Enablement to the rescue
if you put in the time. “enablement in leading organizations is tasked with true capability building — and not simply relegated to onboarding and training,” the harvard business reviewopens in a new window stated.
What are the benefits of sales enablement?
A strong sales enablement process lifts up the whole america phone number list sales team — and the company with it. It connects sellers to other key players and departments, gets everyone singing about the product from the same song book, and helps sellers use their time effectively.
1. Alignment
sales enablement informs sellers about every team that could potentially touch the sale in some shape or form. This could range from marketing and development to high-quality afghanistan contact numbers database product and finance. Sellers learn more about the products from these other roles’ perspectives, while understanding how these roles can support the sale. Sellers can then align all these resources and knowledge to guide their customers smoothly through the sales process.
2. Consistency
sales enablement trains sellers to speak the same company language. This doesn’t mean everyone is parroting identical words, but you’ve provided the foundational training for sellers to then put their own spin on it.
3. Efficiency
the payoff of sales enablement is that sellers can use their time more wisely and productively. With everything they need to know about the product in front of them, they can focus their energy on developing the types of relationships that close deals. Add sales enablement software with real-time success metrics and sellers can more easily tie their training to their day to day.
Who is responsible for sales enablement?
For many companies, sales enablement is a team effort, where leadership and sales groups work in tandem. Some larger companies have a sales enablement manager or it numbers similar role dedicated to all things sales enablement, like building training programs or updating guides.
If a team doesn’t have a sales enablement manager, then enablement falls to sales executives, like the vice president of sales. Sales operations leads would also play a role, helping turn leadership’s enablement vision into reality using the right processes and sales technology. The sales manager would be in charge of making sure reps complete enablement and engage in coaching, taking the training full circle by carrying it out in their daily work.