Why and When is Sales Enablement Software Important for your Business?

By incorporating sales enablement software into your business, your sales teams are bound to register better performance by selling more effectively as they have access to the right resources and tools while eliminating obstacles.

When well employed, sales enablement helps to shorten the sales cycle as your team will use the most effective strategies to get a better understanding of the customers' needs. Consequently, they will be able to tell the kind of offers to make and at what point of the sales cycle they need to make them.

Why should you care about sales enablement?

There are several reasons why the buzz around sales enablement is not slowing down just yet. If anything, it is only gaining momentum. Here are the reasons why your business needs to embrace sales enablement:

Better engagement and retention

It is an open secret that misaligned sales and marketing priorities will wear your teams out. When coupled with the constant pressure of having collateral or finding the right presentation decks can hurt your chances of employee retention. Sales enablement software will not only help to grow revenue but also allow your staff to have ownership over their success.

Sales readiness

Any wise salesperson recognizes the fact that every moment spent engaging a prospect is valuable. Making a sale means you can remain relevant through several touchpoints that are time-sensitive. Yet, it is common for sales reps to waste time following unqualified leads or updating presentations. Having good sales enablement software in place means your sales team have the right resources to help them move prospects through the sales funnel.

Enhanced use of sales tools

Most businesses will often have several tools in place to ramp up sales processes. From sales intelligent tools to CRMs and prospecting tools, the options are endless. As such, the payment and maintenance of these tools make up a significant expense. However, how sure are you that your sales reps are putting these resources to good use? Sales enablement comes in to ensure that your teams have the relevant training to put these tools to good use.

Scalability

There will always be a sales rep that outperforms the others. Such reps easily exceed their quota thus making up for the reps who underperform. This is not good especially if you want to steer your business to grow as riding on the performance of Rockstar sales reps alone is not enough. Having a sales enablement system will identify best practices and knowledge that helps sales reps to exceed their targets and share them with the rest of the sales team. This will serve as motivation for your sales reps while driving more sales collectively.

Asset repurposing

Today, sales enablement assets are mostly digital. Thus, they are not only cheaper to produce but can be repurposed easily. This is particularly true for evergreen content whose relevance to prospects is unchanging. Thus, the need for content can easily be catered for by sales enablement as you don't have to spend time recreating content you already have or that can be created once.

When is sales enablement software necessary?

The thought of setting up sales enablement software can be overwhelming. So how do you determine that time is ripe to get started with it? Several indicators can signal the need to introduce your team to a sales enablement platform. They include the following:

• The marketing strategy and the perceived needs of the sales team are misaligned.
• The majority of your sales reps are not attaining their quotas.
• Your sales reps are struggling to find relevant content that will guide prospects through the sales funnel.
• It is impossible to document or visualize the deals that have been won.
• There's a discrepancy in the attainment of quotas between every member of your sales team.
• Marketing collateral is found across different platforms without any organization.
• Your sales reps feel they do not get the support or empowerment they need to sell more.
• Sales reps have a misaligned or contradictory way of articulating the solution you are offering.

Overall, you can't afford to continue operating without sales enablement software in place if you are serious about winning more business. Don't leave significant profits on the table just because you don't have a strategic plan that guides your team to feed into your overall goal of improving your bottom line.