The Importance of a Sales Enablement Strategy

An effective sales enablement strategy will help sales representatives achieve a 49% win rate on their forecasted deals. And by implementing a best-in-class sales enablement strategy, 84% of sales representatives will achieve all their quotas. 

Business-to-business sales processes have become much more challenging in the past few years – there’s no denying it. Sales cycles are more complex, with a lot more touchpoints, requiring sales teams to be efficient and on top of their game. This is why we must develop a well-defined sales enablement strategy. 

So, let’s explore what is sales enablement, why incorporating an effective sales enablement strategy is important, and how it can help our sales team achieve our business goals faster. 

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What is Sales Enablement?

Sales enablement is providing our sales team with the necessary resources, tools, and information to help them close deals faster, more quickly, and more efficiently. In other words, the goal of a sales enablement strategy is to train our representatives and gain insights from other top sales professionals regarding the sales process. 

This way, our sales team will be equipped to provide our leads with valuable and on-the-spot information. This will make salespeople the trustworthy resource our customers will rely on, leading to a higher conversion rate. 

Plus, there’s a reason why around 91% of sales representatives think that peer learning will help them succeed. Let’s face it – there’s no better way to learn than from the star salespeople in our organization. The right sales enablement manager combined with the best sales enablement tools will ensure that every bit of knowledge is passed on to the next salespeople in our company. 

Why is Sales Enablement Strategy Important?

A sales enablement strategy is the key to closing more deals, driving revenue, and, therefore, growing our business. Through various initiatives and methods, sales enablement strategies will address common obstacles that were previously faced by our sales teams and provide the knowledge and tools needed to overcome them. 

Here are some of the benefits of a sales enablement strategy:

1. Creates a Sales Playbook

Indeed, the sales process follows specific steps – pre-calling, email reach-out, call execution, and so on. However, in most cases, representatives tend to ignore certain steps – especially in the first stage of the sales process. 

Creating a sales playbook will help us stay consistent with our overall business strategy and enhance collaboration and communication across the entire organization. This also ensures that everyone in the company can access the information and resources needed to improve their skills and perform their job at their best. 

2. Faster Onboarding Process

A sales enablement manager is necessary for onboarding and training new salespeople faster, easier, and more efficiently. Why exactly? Easy – it reduces the ramp-up time, and organizations can accelerate the time spent training the new salespeople. 

In fact, the best sales enablement tools and techniques help new hires become productive around 3 months sooner than companies with no such strategy. This represents a time-to-productivity ratio that is 37% faster than businesses with low or no sales enablement manager. This percentage is also influenced by personalized training from advanced sales enablement processes.  

3. Consistent Messaging

An efficient sales enablement strategy is more than just providing training and resources to close deals. Instead, it also allows our sales team to be consistent in their messaging and on-brand when talking to our customers and when pitching to our leads. 

Research confirms that creating an effective content strategy regarding our sales pitch leads to a higher win rate due to its improved customer experience. And it’s all because of the ability to reinforce value messaging and our sales proposition throughout the entire purchase cycle. This way, we can collaborate with other departments and establish a content strategy that appeals most to our clients. 

4. Marketing and Sales Alignment

The key to a successful business is the collaboration between marketing and sales teams. In fact, there is a 41% greater growth in achieving our sales quotas when working closely with marketing teams. At the same time, this alignment will also help our business close deals 67% faster. 

By implementing a sales enablement strategy, we can do just that! These two departments can work together seamlessly to share information and resources that can ultimately take both teams to the next level. While marketing teams can create content to persuade clients in the purchasing process, our sales team will be able to offer helpful information regarding competitor strategies and other insights about our potential customers. 

5. Enablement Goes Beyond Coaching

Yes, a sales enablement manager will focus on creating strategies for training and coaching our sales team. But it’s more than just a support function. Instead, an effective sales enablement strategy is a holistic approach that aligns with larger business goals. This way, we can establish a plan to improve productivity, enhance collaboration, and achieve business goals, all resulting in maintaining long-term growth. 

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Of course, every business is different, and there is no “right” way to implement our sales enablement strategy. So, it’s essential to align our teams, train them, and provide them with the best resources to help them close deals faster, easier, and more effectively. 

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Create a Sales Enablement Strategy with Traction Keys

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Are you ready to take your business to new heights through ongoing collaboration? Our dream team focuses on building a sales enablement strategy that take your business to the next level. Whether you’re looking to launch your business or rebrand your existing company, we provide top-class solutions that will set you apart from your competition.

Contact us today to get a personalized quote for your business needs, and let’s start building the path to your next level of success together!