Speed.
Rep onboarding is a breeze. Sales rookies become engaged in quota-carrying activities and comfortably transition to sales rock stars, like clockwork. There is no “one size fits all” time limit for onboarding, but consider this: every day that a sales rep is not performing is a lost opportunity for revenue.
Effective salespeople aren’t spending time constantly entering data, browsing social media feeds of prospects or playing phone tag. They use those hours to actively sell. How much time do sales reps spend actually selling? If they are writing their own sales playbooks or Google stalking prospects, then the answer is: not enough.
Successful sales teams harness sales enablement strategies that shorten the sales cycle. That means adhering to playbooks that include: closed loop marketing with CLM platforms and highly communicative sales and marketing teams.
Accuracy.
Effective salespeople are knowledgeable about the product and up-to-date brand messaging. Successful sales teams don’t stop learning after training. No, they are continuously educating themselves about their company and product.
They’re also knowledgeable about the customer. Effective salespeople aren’t scouring Twitter because they have access to technologies that deliver valuable insight into customer accounts.
Delivery.
The best sales teams are able to deliver the right sales materials at the right time to the right person on any device. They meet their customer on the customer’s preferred platforms. That means utilizing digital sales aids to create a mobile sales force. Advanced mobile sales forces are able to recreate that synchronicity of message, timing and audience over and over again. That is the pinnacle of sales enablement success.
Is your sales team falling short in one, two or all three of these areas? The first step is recognizing that you have a problem. Do you need help finding the solution?
