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What Great Sales Enablement Looks Like in 2021?

Arjun Rawat

Investment in sales enablement is a big step for a firm to take, and it may seem impossible to those who think it’s all about training.

It is not only about training when it comes to sales enablement. It is about being good stewards of company assets, developing content, and getting it into the hands of the right people at the right time. It’s all about taking responsibility and holding yourself accountable, as well as developing ambitious success strategies while keeping the corporate message on track and everyone’s sights on the prize.

Developing an enablement practice entails creating an effective content architecture as well as a constantly renewing network of feedback and real-time sales process improvements.

Sales enablement teams who have been trained and grown using SalesHood methodology have experienced a significant improvement in their performance and growth.

Below mentioned are the four pillars of best sales enablement platforms:-

  1. Are They Aware of the Memo?

Is a go-to-market strategy in place, and is it effective? The sales crew is frequently like Narcissus, staring at his own reflection and failing to look around. It’s critical to ensure that the go-to-market plan involves everyone in the organization; after all, your entire firm is a powerful machine. Even though it is made up of various pieces, it functions as a whole. You want to make sure that everyone in the firm is on the same page.

Sales enablement involves a lot of message development and ensuring that everyone is on board with the mission. They connect individuals across the firm — this is a critical role that is frequently underestimated.

Everyone understands the importance of communicating with other teams, but due to tight schedules and our inability to see beyond our own box, it is often left for last and forgotten. We frequently presume that others are aware of our activities. The fact is, they won’t know unless someone tells them and regulates the message. “How does your firm do?” appears to be an easy question. must be heard loudly and clearly by every team member.

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2) Do They Have Everything They Need?

Your organization has a wealth of internal knowledge that the sales staff can leverage. Product development, design, marketing, HR, and engineering are just a few of the departments and teams that contribute to sales. Is this knowledge, however, readily available to your sales team so that they may pull it out of their hat at the perfect moment? 

Each of these teams has its own goals and schedules; sales enablement’s job is to connect the dots by taking all of the useful content that your teams produce (or even create user-friendly content based on data that the teams collect) and putting it into a searchable library that makes relevant, on-message content available exactly when your sales team needs it. This drives us to the third pillar: 

3) Are You Providing the Correct Content at the Appropriate Time?

It’s challenging to get the information you need when you need it as a sales team — and it’s not because it’s not available. Consider this scenario: you’re a Nascar driver, and every time you make a pit stop, you get out of your car and begin rummaging through your toolbox for the necessary equipment to change your tires.

You’re well aware that you’ll need new tires to win the race. You know you’re in desperate need of them right now. Everything you’ll need is right here. Despite this, you fumble and realize that even a professional driver will lose the race if they are not accompanied by someone who is pushing the proper or top sales enablement tools during the pit stop.

Sales enablement acts as a pit crew for sales teams, ensuring that the relevant content is delivered at the right time. Effective sales enablement ensures a smooth content flow and provides your salespeople with exactly what they need at the right time in the sales funnel.

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To accomplish so, they’ll need to create a network of information, content, and training that spans the entire organization.

The phrases “right place, right time” and “smart training” come to mind when thinking about sales enablement best practices. How many times have you seen someone who is just starting out in their career get crushed by an avalanche of useless sales training?

Of course, the moment will come when they will require all of these resources. However, if training information arrives at an inopportune time, it will be overlooked. You’ll waste time retraining employees, and they’ll waste time looking for information they “know they’ve seen elsewhere” but can’t place when it’s time to apply it.

The sales enablement role connects the right training to the right personnel at the right time, at the right place in their path.

4) What Works and What Doesn’t?

Sales and marketing teams are known for pushing forward, and they often neglect to take stock of what is working and what isn’t. Looking at what is working and what isn’t is key to successful sales because it prevents us from continuing to put resources into plans and solutions that simply don’t work.

It’s where you need to hear from your field sales reps – they’re your best source of information for figuring out what’s working and what isn’t. The flow of information is critical because it results in immediate reactions where they are most needed.

Similarly, when someone is doing something properly and has discovered what works best for them, a strong sales enablement team will ensure that this information is shared with the rest of the firm and transformed into content and training materials that everyone can utilize.

Conclusion 

The Mindtickle Platform has been developed from the ground up to increase sales productivity by automating Learning, Coaching, and Selling through sales enablement processes, workflows, and security.

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With our learning management system, you can improve your training and onboarding procedures. Prescribe role-based learning routes and automate just-in-time training. Pitch practice and micro-assessments can make learning more enjoyable. So are you ready to explore one of the best sales enablement platforms?


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