It is sad to note that 40% of all sales materials remain untouched by sales representatives. As a result, staggering yearly budgets allotted for resource development go to waste. Proper sales enablement techniques can help you recoup those losses. Enablement of sales has opened a new avenue which ensures the optimization of available resources for closing sales. Empowered by the latest sales enablement techniques, sales representatives can bring customer value to each and every customer engagement.
Sales enablement expands the sales reps knowledge base and provides them with expanding, relevant customer data. Easy access to information, along with the use of multimedia or graphics for engaging customer attention, all improves your sales reps chances of winning more business. When sales teams are not performing as expected, it is time to delve into the reasons as to why. In order to enhance performance and boost sales it is crucial to adopt methods that are socially driven and result oriented. Companies need to admit that poor sales performance is not solely due to the salesperson; it reflects the failure of an organization.
Below are some reasons why representatives require Sales Enablement to optimize marketing resources and close more deals.
Effective Training, Right Preparation:
Enablement is optimized throughout the development of sales and marketing materials that can empower representatives and allow those sales reps to provide customer value in their engagements, thus developing more confidence. As a result, operational costs will decline and productivity will increase. Sales reps no longer need to be briefed face to face on new product offerings, instead they can continue to focus on their sales work in the field and receive product updates electronically when required. With the deployment of sales enablement techniques, sales representatives can access dynamic content anywhere, anytime using their mobile devices.
This informal training is flexible and provides ideal help at hand whenever required. Sales teams no longer need to cram in information and communicate to prospects. Through sales enablement, one can give priority to the customer’s perspective and answer those important questions that solve the
need of the customer. This increases customer satisfaction, keeps customers engaged, speeds up sales cycles and gives the customer a clear picture to determine whether a product is appropriate for them or not.
Profitable Customer Relationship:
Nothing beats an effective communication with customers and this is one of the major benefits of enablement techniques. Customized video presentations are ideal tools for customer interaction and help to deliver positive results fast. Catching the attention of customers is the first step towards closing a deal. When a customer is interested in what the sales representative is communicating, there is a higher chance that the customer will take a more vested interest in the sales reps products.
Inform and educate a prospect, get them hooked and then organize a follow-
up and take the relationship further. This process becomes easy and effortless through the right sales enablement techniques. The customer relationship is a long-term asset that a sales representative can use repeatedly for the benefit of an organization.
Channel Sales:
Sales representatives require sales enablement to easily sell and market different products and solutions. Enabling sales reps to reach out through additional channels can reduce travel costs and increase productivity. On demand video content presentation on computer devices, smart phones, or tablets, simply put, adds to the efficiency of sales. Representatives remain informed with updates on products, product launches, pricing, management messages, and key announcements. This enables them to impress upon prospects and build customer relationships that matter.
