What is Sales Enablement?

You have great products and services, and a team to support your drive to growth. What you need to do now is connect the two, and that is where sales enablement comes in.

Simply put, sales enablement is the process of providing the sales organisation with the information, content and tools that help salespeople sell more effectively. A sales enablement programme should equip your sales team with everything they need to engage and convert customers.

Building knowledge

The first aspect to consider is an understanding of three key areas.

  • Firstly, defining your target markets and where they can be found and identifying the opportunities that exist within those markets.
  • Secondly, competitor research and analysis. This will demonstrate how the rest of the industry is connecting with their target audience while highlighting the areas in your offer that need improvement.
  • Lastly, isolate the key aspects of the buying journey that your clients will take.

Define objectives

Knowing what you want to achieve is critical point for any business. Putting numbers and key performance indicators to those objectives is also important. As the management guru Peter Drucker said: “If you can’t measure it, you can’t manage it.”

Create the process

A survey form the CRM provider Salesforce suggests that nearly 40% of businesses have no identified sales process in place. YBDT’s gap analysis system will identify bottle necks and other blocks that obstruct your client’s journey to buying from you. By refining your sales process, you will simplify the route to an order for both the customer and your team. This can include introducing or improving CRM and other supporting systems.

Continuous training

With the sales process in place, you need you need to roll it out to your team. This is the start of continual training and mentoring activity. YBDT’s training framework includes sales skills development and sales process workshops along with long term mentoring to build confidence and resilience into your team.

All effective selling is a process of building and developing relationships. To yield results the nurturing process need to be made specific and based on a clear understanding of the prospects. Many companies fail to grasp this and let go of the process too soon, allowing sales to slip from their grasp. YBDT’s sales success consultancy is built on our own experience of lead generation and improving sales conversion for our clients.

By helping you build an understanding of your markets and then creating the processes that support your sales growth we can support you in creating content, generating, and nurturing prospects and guiding your team towards improved sales conversion. Why not start by joining our regular lunchtime webinars. You can revisit our past programme and book into the latest event here.

Get in touch to learn more about how we can support your sales growth into 2023.

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