Why does my business need sales enablement?

Everyone who owns a business is seeking ways to improve their sales, and with that, improve their bottom line. One way to do that that more and more people are finding out about, is something called sales enablement. Sales enablement is basically the streamlining of all relevant data to facilitate your salespeople with their overarching goal of making more and better deals. It is something that is often overlooked in traditional business plans, but if you look around, all modern successful companies have a sales enablement department that is guiding the way for its leadership. Today, we will get into some of the details about this important business topic in the following article titled Why does my business need sales enablement?

Many companies have resorted to using tools like sales call AI, this is because shortening the time a salesperson has to spend setting up a sale will then lead to more time spent on sales, so getting the best out of every interaction will help companies get to that point.

When your salespeople are spending time searching and researching material on whatever it is they are selling, they spend less time selling. Shortening the time a salesperson has to spend setting up a sale will then lead to more time spent on sales. There is a lot of data supporting the fact that when sales enablement philosophy is used, sales go up. More time to sell, more sales, more profit, it is just that simple. That’s why all of the most successful companies all over the world let their sales enablement team guide their leadership into a profitable future.

How this is accomplished is through a strategy which dictates that all of the information your sales team needs will be available to them in one easy to understand interface. With a collaborative effort keeping the whole ball rolling and providing an avenue for the kind of back and forth that is necessary to facilitate the most sales in a given time. And, once this time period of profitable sales is determined, one of the main functions of sales enablement is to be able to predict future sales, based on the model of selling they have procured by getting the process started in the first place.

Every point of engagement must be streamlined and predictable, where possible. Sales engagement finds the nexus point of this engagement and puts some grease on its tracks, and makes the whole process smooth and repeatable. This point of contact might be with the customer in the end sale, or with different departments in your company, or perhaps with marketing and the decision-makers. Wherever the handoff of information is needed and needed quickly and accurately, a good sales enablement team will be there to see that through from start to finish.

This sharing of information will have some predictable results. One of the most cited examples of the benefits of the sales enablement strategy is that the end customer will have a more trusting relationship with the salesperson. This is fostered through better communications that result when the sales enablement strategy is employed. Customers repeatedly find that they have a better experience when dealing with a company that has used sales enablement from early marketing, all the way through to the final sale.

All in all, there is no better way to spend your company’s capital than on a sales enablement team. The results are clear, having this tactic to guide your company has shown time and time again to do the one thing that every company wants in a predictable, measurable way, and that one thing is — more sales. Hiring a great sales enablement manager of vital importance, you want someone good leading the charge with this important department of your company. So, whether you are just starting your business, or have a long-standing company with a storied sales department, hiring a sales enabling specialist is the smartest business move you can make these days. 


Alex is the co-author of 100 Greatest Plays, 100 Greatest Cricketers, 100 Greatest Films and 100 Greatest Moments. He has written for a wide variety of publications including The Observer, The Sunday Times, The Daily Mail, The Guardian and The Telegraph.

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