Sales enablement provides sales reps with what they need to successfully engage the buyer during the buying process. The goal of sales enablement is to make sales reps more productive and effective at closing deals, driving revenue growth.
Sales enablement includes all of the efforts your sales team goes through to close a sale and provides your reps with the (relevant) resources they need to close more deals. These resources can include content, tools, know-how, and information to effectively sell your products or services to customers.
In addition, sales enablement includes the internal best practices, research and tools that sales use to close the deal; such as onboarding, training and development practices to improve sales techniques continually. A sales enablement platform could be the key to taking the performance of your sales team to the next level.
Sales enablement aims to make the buying process quicker, easier and more effective, in order to free up more time for closing deals. This not only helps your sales team to achieve their targets, but also will ultimately drive more revenue growth for your business.
The idea is that your customer-facing teams should always have the right information (content) at their fingertips to execute their jobs in line with your commercial strategy.
Sales enablement helps to scale the organization, so that each sales rep has the know-how and information they need to sell more effectively. All salespeople (not just a few overachievers) should have access to best practices, knowledge, tools and resources required to be successful.
Having the right content at the right time, whether that's in remote or face-to-face situations, sales enablement can help your team deliver a highly personalized experience to your buyers, and engage better with them throughout the buyer journey.
The reasons to implement or improve sales enablement techniques can be many. If your sales team is not performing as well as they could (or should) or if reps spend too much time on admin tasks, you'll want to look at ways to improve things. If your team turn-over is high and your organization has a hard time retaining sales people, it can be a sign that your sales enablement is (either non-existent or) not working. In this case, you need to focus your efforts on onboarding and training your people, which a good sales enablement tool can help with.
Sales enablement can also help to close the feedback loop when your cross-functional teams are not working optimally together. In a best practice sales enablement scenario, your marketing, sales, CSM, services, support and field force teams feed into each other and share learnings along the way.
A good sales enablement platform enables your team to get the right, personalized message (content) to the right audience, at exactly the right time. It will support the customer’s needs and requirements and seamlessly assist them through the buyer journey.
A sales enablement tool automates tasks for your sales reps, which reduces distractions and overall complexity for reps thanks to less administrative work.
The ideal tool will provide your sales reps with an all-in-one solution, where everything is conveniently located in one place (using one dashboard or interface). This way, they don't have to work in different tools in silos. Also, the sales enablement tool should give reps access to the best compliant digital content in the right context, and allow you to track and measure how effectively your content assets are being used. In addition, it can also deliver onboarding techniques, training, sales coaching and enable the sharing of best practices.
(Psst. Get key tips on how to select a platform that is suitable for your business here).
Sales enablement tools complement marketing automation, and allow you to personalize the customer journey all the way through to purchase, providing relevant content at the right time.
On-demand access to the latest targeted content ensures you have a greater impact in sales presentations. It also helps you to project your brand image in a more professional way.
Detailed information on prospects allows your sales team to plan meetings more effectively, reducing unplanned downtime and shortening time-to-purchase.
When salespeople are better equipped, they will have an edge over competition. With increased confidence and capability, they can leave a lasting positive impression on prospects.
Gather and analyze vital data showing how your sales and marketing materials are received by prospects. This will allow your marketing team to improve future versions.
Reducing carbon footprint by eliminating unnecessary travel and reliance on physical sales and marketing collateral helps meet corporate social responsibility goals.
Empower your sales and marketing teams
Giving your team the support they need to do their job right helps to build trust and drive engagement, thereby reducing staff turnover. Keeping talented professionals on board adds to the bottom line and builds a culture of success throughout the organization.
Pitcher provides a single interface where you can manage all aspects of sales enablement, so there’s no need for your sales teams to keep up with multiple tools, managing several user accounts and passwords.
The success of any sales enablement initiative hinges on adoption. That’s why you should provide salespeople with what they need to successfully engage your buyer at each step of the buying process. Intuitive, familiar and user-friendly UIs, coupled with integration with all operating systems and devices will help to successfully onboard your commercial teams.
At Pitcher, we truly believe that intuitive technology is key to elevating customer excellence. Simple though it may be, if your people like it, they’ll keep using it!
Independent research conducted by Forrester found that implementing Pitcher to power sales enablement resulted in significant savings in time and costs.
364% ROI on the Pitcher sales enablement solution
45 minutes per day saved by each field rep on admin tasks
71.5% reduction in annual print spend by digitizing marketing assets
50% boost in productivity for marketing teams creating content
An average organization moving to Pitcher could expect an ROI of 364% over three years with the solution becoming cost-neutral within 3 months (Forrester).
Pitcher supercharges sales enablement, giving your sales team a one-stop-shop for everything they need to target customers and better personalize the buyer experience.
Access to a range of applications that give the user unlimited text, images, PDF, video, and content formats in just a few clicks.
Pitcher provides in-depth training, coaching and on-boarding processes for new employees. You can keep track of coaching records and leverage Pitcher Insight's reporting capability both online and offline.
Detailed analytics and real-time reporting, providing your marketing team with the insights they need to ensure the continual improvement of your sales collateral.
Enterprise-grade security, protecting your team and your prospects while maintaining confidentiality at all stages of the sales process.
Book your online demonstration of the Pitcher Super App today.