When you are looking for a sales enablement platform, it’s not as simple as choosing the first option you come across. You need to carefully consider all of your options and the potential impact they can have on your business.
Sales enablement platforms are revolutionizing the way knowledge is delivered in enterprises. Here are tips for choosing the right solution for your company.
What is a Sales Enablement Platform?
Sales Enablement Platforms (SEP) are big-money items for B2B sales teams. They consist of software/ tools which facilitate every stage of the sales process, including lead identification, contact tracking, pipeline monitoring, and reporting.
These platforms help sales organizations to engage their prospects through email marketing, early demonstrations of the product.
They are designed for various business needs from small businesses to enterprise-level organizations, hence there are different kinds of Sales Enablement Platform available in the market.
What are the Benefits of Using a Sales Enablement Platform?
Increased sales productivity:
Sales enablement platform is going to make your salespeople more efficient, productive, and therefore effective. Every organization wants to increase its sales without increasing the headcount. Only with a good sales enablement platform, it’s possible.
Increases sales effectiveness:
When it comes to the sales process, it is safe to say that every organization wants its salespeople to be effective. While there are a lot of ways in which they can be effective, one way of doing so is through using a sales enablement platform. This kind of platform is designed to enhance the effectiveness of your sales team and increase their performance.
The ability to monitor what content is being used:
One of the benefits of sales enablement platforms is being able to monitor what content is being used by individuals and teams. This is a great means of making sure that everyone in the organization is partaking in the training, and can also see how people are progressing.
The ability to track how engaged team members and prospects are with the content:
One of the biggest benefits of a Sales Enablement Platform is improving employee engagement. They can track how engaged team members and prospects are with the content. This helps to understand what’s resonating with each target group so they can further develop these areas, and test new approaches moving forward.
Improved product education:
Lack of product knowledge is one of the primary reasons that salespeople fail. With a robust learning program, your sales team members and customers will have a better idea of why your product suite is useful and how it can be used to improve their businesses.
How can you Choose the Right Sales Enablement Platform?
When you are looking for a sales enablement platform, you need to consider factors such as licensing models and price points, functionality, on-demand or subscription-based pricing, and support services offered.
Below are the thought processes before making your decision:
Measure Your Sales Organization Goals
Whether your goal is to improve sales performance, better attract and retain top sales talent or generate a larger pipeline, choosing the right sales enablement platform is critical. You need a platform that will equip you with analytics and feedback on how well your team’s processes are working.
Ultimately, you want the ability to identify mistakes as early as possible and make adjustments that ensure your team is prepared to execute when it comes time for the big meeting.
Consider the Learning Process for the Sales Representatives
Sales representatives are looking for clear, easily actionable sales enablement to drive increased revenue. The sales enablement process should give sales representatives a strong foundation through information gathering, product exposure, and training that lead to the development of their own personal and company sales strategy.
To be successful, the chosen platform must support a user-friendly learning process that will maximize any reps' skills and allow them to start taking action and driving results quickly. You must also observe the learning process of your sales representatives. Again, it is very important to consider the efficiency of your sales enablement platform.
The Business Problems the Sales Enablement Platform will Solve
Sales enablement has been around for a long time. It is not something new. Sales enablement is a continual business cycle that increases the capacity and capability of your organization's salespeople to sell more.
The Sales Enablement Platform should be your solution that can help you overcome those challenges and eliminate the bottlenecks from your sales process.
As per https://saleshood.com/blog/what-is-sales-enablement/, you must determine what problems you want to solve when you seek out a Sales Enablement Platform.
Mobile Capabilities of the Sales Enablement Platform
Sales enablement platforms should have mobile capabilities even if your reps aren’t out on the road. Today, most people are using mobile devices to browse the web for answers to their questions. Make sure your sales enablement platform works with mobile browsers, apps, and tablets so that you’re reaching your audience where they live.
Where It Should Be Incorporated
Sales enablement platforms can help your organization to successfully penetrate markets through building trustworthy relationships, creating relevant content, and providing clients with all the information they need to make informed buying decisions.
From the moment you decide your organization needs a sales enablement platform, an important question pops up where should it be incorporated? This decision will dictate your technical roadmap and integration into your core ecosystem.
Another consideration for your sales enablement platform choice is the current budget. If you choose a platform that costs twice as much as another, you might need to revisit your budget and decide whether it’s possible to expand that to accommodate the new platform.
The definition of “sales enablement” can be a bit slippery. That’s because companies often take different approaches to sales enablement. Some define it as “improving communication between the sales and marketing teams.”
Choosing a sales enablement platform can be challenging. You want to choose one that is going to fit your business, but you also have to keep in mind the needs of your sales team. For those companies who have not yet chosen a sales enablement platform, this article should help.
Posted 3 weeks ago by Gramvio