Ultimately, your sales team is only as good as the resources at their disposal. If they don’t have the right information and training to do their jobs well, their performance will drop and your business will quickly falter. Even if you think you’re providing your salespeople with everything they need, these initiatives may get dated quickly, allowing your team to fall behind.
You can avoid this frustration and inefficiency with sales enablement. The term encompasses many different components, but this allows you to pick and choose the options that suit your organization best. An effective strategy won’t just earn more revenue for your business, but it will also allow your team to do more with the tools at their disposal. This will make them more confident and capable, which can only lead to future benefits for your company.
Read on to find out how sales enablement can boost your team’s faith in themselves and help your bottom line. If you use them properly, these tips can help you sell like never before.
Wean Them Off Aggressive Selling Techniques
Do your salespeople still cold call potential customers? If so, why? You end up doing way too much legwork to reach your prospects, and when you do, they’re more likely to hang up on you than to hear your pitch. If you’re trying to sell to people who don’t even want to listen to you, how do you expect to succeed?
This is just one example of the aggressive selling styles that hurt businesses today. Shoppers don’t want to have to deal with combative representatives, and as the Harvard Business Review notes, these types of salespeople close less deals than their more sociable counterparts. If your team sells like this, you may need to pivot in a new direction. Thankfully, sales enablement tools give their users a broader range of skills, so they’ll be less dependent on pushing their way through a pitch and more willing to listen to potential clients.
Give Them the Tools They Need to Succeed
As business continues to evolve, everyone has to wear multiple hats, and salespeople are no exception to this rule. The idea that a sales department would have to worry about marketing seemed laughable in years past, but not anymore. Sales staff must now be able to research and write their own content, analyze the intelligence they gain from it, and keep up with every new technique, and that’s all in addition to completing their operational work.
As an employer, you need to understand and alleviate these burdens while ensuring that all the necessary work still gets done. If you invest in sales enablement tools that suit your business plan, your staff will be able to do everything they need to in less time and with less stress. With software that makes everything from customer relationship management to analytics to sales operations easier, your team won’t flounder and can do more with every precious minute.
Boost Their Morale and Camaraderie
If a salesperson isn’t confident in themselves, how are they supposed to inspire your leads to be confident in your products? Morale is huge for sellers, and if they feel as though they’re not living up to expectations, it will affect their performance. You need to prevent this from happening, and the right sales enablement program will make sure it never will. Coaching doesn’t just allow your team to engage more fruitfully with new techniques. It also develops bonds between individual salespeople, making your team more cohesive and ultimately more effective.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.