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Mike Lieberman, CEO and Chief Revenue ScientistMon, Jul 17, 2017 4 min read

How Sales Enablement Methods Lead to Greater Sales Efficiency

{}Did you know that, in 2014, sales people only spent a piddly one-third of their time actually selling?

Your sales department is your most valuable asset. As such, it should be the most efficient, effective, and productive department in your company. For most sales organizations, though, the opposite is actually true. Their sales teams are constantly struggling with inefficiencies that slow them down and suck all of their time.

Increasing sales efficiency with sales enablement methods can help your sales people become more productive, and in turn, help them sell more and generate more revenue.

Here’s how sales enablement methods will lead to greater sales efficiency.

Reducing Time Spent on CRM/Admin/Reporting

In theory, CRM is supposed to make your sales team more efficiency. It’s supposed to take on much of the administrative work that comes with the job, so your reps have more time to sell. In reality, though, sales people often spend more time updating their CRM, reporting deals, and managing mundane and repetitive admin tasks than they should. In fact, according to Docurated, reps spend 20 percent of their time on these activities.

Sales enablement will help you choose the best CRM platform: one that’s easy to use, intuitive, and customizable to ensure it benefits your sales people. The right platform will automatically perform repetitive tasks and intuitively pull information so your sales reps don’t have to waste time inputting data.

Reducing Time Spent Creating/Searching for Content

It’s a well-known fact that sales content is necessary in today’s sales environment. High-quality content can help your sales people convey value, leading to more sales won. Unfortunately, gaining access to the content they need is often difficult.

Sales people spend a whopping 31 percent of their time searching for or creating content.

One of the key components of sales enablement is successful sales and marketing alignment. When these two teams align and integrate their technology, reps can spend less time searching for and creating content. When alignment occurs, there will be a more effective flow of communication and information between the two departments. Sales reps will always be able to find the content they need to have more meaningful conversations with prospects.

Creating a Formal Sales Process

There is a disconnect between what sales people do and what they should actually be doing. This is often caused by the lack of a formal sales process. When sales people are left to their own devices, they end up creating their own sales procedures and processes. Or, they just wing it. When this occurs, they often waste time on inefficiencies simply because they don’t know of any other way to sell. They use trial and error. They go through unnecessary steps.

Through sales enablement, you can create a well-defined and effectively communicated sales process that works. And you care ensure your sales people follow this sales process to enhance efficiency, improve productivity, and boost sales. A formal process will take the guesswork out of sales.

Implementing Helpful Tools

There’s no doubt your sales people are wasting time if they’re performing all of their tasks manually and without the help of technology. In today’s digital world, there’s simply no reason to waste time. There are helpful sales enablement tools on the market to speed up the process of virtually every sales task. There are templates, email tools, prospecting tools, document-signing tools, and more that can cut wasted time and enhance sales efficiency in your sales department.

A sales enablement consultant will be able to recommend the best tools for your unique sales process.


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.