Jeremy Hong | April 16, 2019

Content and technology aside, implementing sales enablement processes will undoubtedly help your sales team find and create efficiencies so they can focus on what they do best – sell.

The processes you implement to better enable your sales teams will be the foundation for your shift toward a sales enablement mindset. Sales enablement technology and content work together to ensure your sales processes are both effective and efficient.

Let's take a look at how the right processes can help you enable your sales teams, so you can hone in on where to direct your initial sales enablement efforts.

Long-Term Strategy

In terms of sales enablement, the processes you implement into your long-term strategy should include tools, procedures, and scalable best practices. Additionally, you’ll want to outline specific goals, KPIs, key deliverables, project milestones, and job responsibilities. By getting clear on each of these topics, you’ll not only foster accountability, but you’ll ensure your teams’ expectations are aligned.

Better Conversations; More Conversions

Deploying sales enablement processes can drive better engagement through better conversations. They can also increase conversion rates by providing quick (and easy) access to your company’s sales content. While your sales enablement technology and content will be the fuel for driving better lead engagements, they cannot be effective without having the appropriate processes in place.

In regard to your content, setting up a folder hierarchy that is easy to navigate and simple to learn can motivate your reps by giving them the right information at the right time.

Similarly, once you’ve decided what tech tools to use to enable your sales teams, developing a process for implementing those new tools into your organization can make for a much smoother rollout.  

Alignment

One desired outcome of sales enablement is alignment between teams and departments. To assist with alignment within your business, establish Service Level Agreements (SLAs) that outline each department’s goals and expectations, as well as the process a lead goes through before being handed off to the next department.

Training Standardization

Training is a vital component of any growing business. The sales representatives of your company are almost always on the front lines with consumers or clients; so it’s important that they are properly trained to represent your brand in accordance with its culture, values and beliefs.

Reporting/Metrics

Once you incorporate sales enablement technology, you’ll get eyes on key metrics and important data on lead engagement, activity, conversions, and so much more. Custom reports give you the ability to more accurately see specific trends, track performance, or check on key metrics. Use these reports and metrics to optimize campaigns and find areas for improvement.

Communication & Accountability

You can maintain interdepartmental accountability by encouraging communication between teams and departments. Consider establishing regular syncs to keep everybody on the same page.

Streamlining your processes using sales enablement technology and content will ultimately save your reps time, allow them to make more touches in less time, and drive more productive conversations with leads.

Looking for more ways to drive better engagement, increase lead generation, and improve customer acquisition?

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