B2B sales lead generation

6 Reasons Why is Sales Enablement Important?

In our previous blog, we discussed what is Sales Enablement. In this blog, we would be discussing the importance of Sales Enablement for any organization.

Businesses today operate in a new reality: the way that buyers evaluate and make purchase decisions has changed. Modern buyers have become more independent and traditional sales and marketing techniques no longer work to win and retain these customers. Sales enablement is not just a nice to have — it’s a competitive necessity for any organization in today’s world as it prepares the salespeople to conduct more effective sales and achieve better sales results. The right sales enablement strategy equips the reps with the best practices, knowledge, tools, training, and resources (content) they need to be successful.

Below are few benefits an organization can capitalize upon after adopting Sales Enablement:

1.Sales Readiness – Involves all the strategic activities that prepare sales reps to sell, such as onboarding, coaching, continuous learning, and reinforcement, and covers everything a sales rep might need to know on the job. This ensures each rep is certified as being competent in fundamental selling activities, such as prospecting and lead discovery, before they call on buyers.

2. Sales Engagement and Retention– Sales Enablement exists to help reps succeed. And when reps can produce better results, they’re more likely to be engaged with their jobs and stick around at your company long term. This extends not only to sales reps but also to sales managers. Equipping front-line managers to support reps with good coaching and communication skills improves seller engagement and leads to better results.

3. Effective Usage of Sales Tools– Sales reps use several different tools for their day-to-day activity. There are CRMs, Communication tools, Engagement tools, Intelligence tools, and many more. With proper training and coaching which is the core of the Sale Enablement strategy, the sales tools are put use effectively and efficiently.

4. Better Alignment with Marketing– Optimal use of supporting content in the sales process is often a key component in the enablement equation. Salespeople are more successful when they can provide prospects and leads with the right materials at the right time. As such, strengthening the relationship and collaboration between sales and marketing is a major aspect of sales enablement — one with many branching benefits of its own.

5. Improved Company Reputation– Each time a sales rep interacts with the customers, they’re representing the business and making a lasting impression on its behalf. When salespeople are informed, responsive, and helpful, it reflects well on their organization.

6. Increased Revenue– Increased revenue is the primary performance-related goal of sales enablement. However, because enablement impacts revenue indirectly, the success of the enablement practice is measured by leading indicators like conversation rates that demonstrate performance trends.

We at VAST Tec empower our clients with the above benefits through our Sales Enablement services as:

  1. We invest in our people, provide extensive training and coaching, offer a competitive salary, consistently focus on professional growth, and thus enable our team to be sales-ready, achieve better engagement and retention in the longer run.
  2. We strive to make the most effective, efficient use of technology for our client engagements.
  3. Our client engagements are bespoke and we always seek to adapt to our clients’ work cultures and business environments.
  4. We strive for accountability, reliability and our client’s reputation is our priority.
  5. Our clients have tasted a significant increase in revenue and have reduced in-house operating costs by outsourcing non-core functions to us.

To Conclude, Sales enablement delivers a compelling benefit – it allows a large number of salespeople to achieve their quota in a scalable, predictable, and repeatable fashion. Sales enablement plays a key role in scaling the sales team beyond a handful of over-achievers. It is essentially an effort to democratize what it takes to be a successful salesperson.

Is your company Sales ‘Enabled’?