Top 3 Ways to Achieve Sales Enablement in 2021

The responsibility of bringing results in sales does not depend on the sales team alone. It is more of a collaborative effort as there are diverse components at play when it comes to enabling sales.

Sales enablement happens over a period of time and it is influenced by many factors such as hiring outstanding resources, data-driven company culture, follow-up and retargeting, a lean and competitive lead scoring model and much more.

But most importantly, sales enablement is driven by willingness to change the current settings to match with the changing needs of the customer.

Sales enablement is a critical topic and more so in 2021. So how can companies and marketers be more proactive in enabling sales?

Let’s take a look at some factors that you can inculcate in your organization for enabling sales faster and more effectively.

Transform-

Transformation in itself is a positive thing to happen and any change or adoption of change depends upon the mindset of the people of the organization.

If the sales team or processes are going through any transformation or change it is not a challenge but an opportunity to weed out old and outdated practices and add new and innovative ones.

This is the time for new learning, knowledge transfer, training and coaching to introduce new ways of sales.

This can also be an opportunity to act on the customer feedback and put things in proper perspective to optimize sales enablement.

Have a strategy in place-

Sales enablement is an activity that should be consistent over longer periods of time or something that you should not do on an impulse.

In fact it should not only be a planned and regulated activity, it should also be an integral part of your sales strategy and this is how you can achieve it-

• Encourage communication across cross functional teams and allow transparency to grow amid team mates.
• Communication amid sales and marketing can also prove to be instrumental in enabling robust sales processes.
• Brain storm with stake-holders fro, various different functions to arrive at new ideas and to determine eligibility and validation of new plans
• Research market insights, competitors activities and communicate the output with team members
• Collaborate with finance personnel and operations for anticipating change, evangelizing new practices and gauging its feasibility and streamlining the execution
• Create a clear roadmap with goals, objectives, plans, budgets, buyer personas, target audience well defined

Prioritize sales content-

Content plays a crucial role in enabling sales. It might be the ‘behind the scenes’ catalyst, but it is an enabler for sure.

In fact, it is a guiding force, the fuel needed to accelerate sales.

Creating content that is aligned with goals and objectives to make it more result-oriented is an important step towards sales enablement.

• Downloadable content assets should be of high value
• Emailing content assets as a part of personalization should be a priority
• Assessing needs of the prospect and delivering content as per relevance is a must

Other than the above 3 core principles, sales organizations can include more factors to enable sales.

• Measuring sales performance and ROI
• Measuring metrics and assessing existing sales processes and methodologies
• High quality resource selection
• Experts guiding teams from time to time
• Hiring sales coaches who teach how to deliver results
• Realigning marketing strategies

Conclusion-

This is challenging year as many businesses are still recovering from the tumultuous 2020. However if you streamline processes and focus on result-oriented coaching, and training of sales teams along with the above three core principles, getting results won’t be a difficult task.