How to Discover the Right Sales Enablement Training Software?

Every company in pursuit of success strives to enable their sales team by arming them with the right sales tools and providing them with training.

But how do you achieve this?

How do you train them to serve to meet your company goals? When you start getting into its core, you realize that there are hidden layers into it, containing several technologies. It is obvious for you to get embezzled by the chaos. You must be wondering: How would I choose the right Sales Enablement Software for my business?

Well! Let's break down the concept to seep Deep down into its roots.

Breaking Down the Concept of Sales Enablement

At the core, Sales enablement focuses on empowering the sales reps in delivering an engaging, worthwhile experience to the buyers.

How can this be achieved? By freeing the sales reps from unimportant schedules so that they can focus on their core task. A report by Apptio suggests that 75% of the day of salespeople is spent on non-core activities, wasting their precious time.

Sales enablement spots time-taking activities such as prospecting and searching for updated content. This can be achieved through automatization and digitization of these processes to attain efficiency and effectiveness.

Why is Sales Enablement Software Important?

With its ability to gear up all the stages of the sales cycles, starting from prospecting to closing, sales enablement software has become the aid of the marketers at large.

From improving the buying experience to boosting revenues, generating better leads to optimizing sales collateral, sales enablement software is a one-stop solution to most of the business problems. Businesses that raised their investment in sales enablement witnessed an 11% boost in win rates compared to those that didn't.

Although solutions may vary from company to company, common features such as integration with CRM tools, account personalization, monitoring and tracking engagement, proper use of sales collateral, and higher quality conversations with leads, gives enterprises an edge over their competitors. That is why more than 92% of sales teams consider engagement platform tech as ‘vital’ to their success.

• Sales Content Management

Sales Content Management is probably the most important functionality of sales enablement, as it enhances the marketing and sales alignment.

Approx 70% of sales reps claim that they lost many deals owing to their lack of knowledge.

Choose the sales enablement software that puts the right content into the right hands at the most appropriate time. It should help the sales team to pick the intelligent content to share from a centralized library of sales content. It helps the sales reps to spend time in the main activity that is selling, and not waste time looking for documents.

Remember, sales success to a great extent starts with the predictive content and relevant guidance, all in one place.

• Presentation Management

Sales content often needs to be presented rather than just sending it across. The presentation becomes an indispensable aspect of a sales rep’s task. They need to make presentations and demonstrations to prospects now and then. This process can be subdivided into three steps:

• Create the sales collateral to be presented. This part is usually handled by the marketing team.

• Opting for the right sales materials to present to a particular prospect.

• Your sales enablement software should make the recommendation, as is its job.

Presentation management is all about making an engaging presentation. Whether you are delivering your presentation through a recorded video, through live, or in person, you need enablement software for it. It can be in the form of video/audio conferencing, sharing screen, augmented, and virtual reality. Most sales enablement software has this functionality of integration with other software built-in.

• Make Customer Engagement

Once your sales reps are handy with the relevant content, it's time to use it to lure your prospects.

After you send it across to the prospects, you can never expect what exactly happens on the customer's end. Did they even open it? Or did that go overlooked? Understanding and analyzing how your prospects react to your sales content is a massive role in the sales enablement strategy.

Sales enablement technology provides you real-time alerts as soon as the prospects engage with your content. So you can exactly spot when and how people engage with your sales content.

• Onboard and Train Your Sales Reps

A good sales team is built with better training. 20% of sales turnover occurs within the initial 45 days of onboarding. Thus, a major part of your sales team’s growth depends on how efficiently you onboard and coach your sales reps.

Sales enablement software helps the new hires to get the know-how of your organization, gears up their sales abilities, make them more productive, and efficient at the same time. It enables the salespeople and managers to connect and collaborate on sales calls and emails to help polish techniques, implement best practices, and boost sales outreach.

• Sales Communication

Communication is the key factor for the success of your sales team. You have to keep your sales team informed, and up-to-date with all the right information at the right time.

And this has to be two-way communication. Your sales team must be able to share data and information among reps. The sales reps should be able to provide feedback to the sales leaders in the form of confirmations, complaints, suggestions, grievances, and more.

Good sales enablement software facilitates this kind of effective communication within the organization.

Summing up

You, as a company, by evaluating your biggest challenges, can decide which area you need to focus the most on. By understanding the top pain points for your business., you can certainly come up with the best sales enablement software for your company. It will help you gear your sales campaign and achieve its predefined goals.

As a young and passionate sales professional with vast experience in the North American and Emea markets, Rémi drives the transformation and his team through constant improvement and upskilling.