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How to Tell When You Need Sales Enablement

Nick Anscombe | 20 January 2020 | 06:00

Heard about sales enablement and aren’t sure what it is or if you even need it? That’s understandable. The sales and marketing field changes at a fast pace, especially with all the tech upgrades that happen regularly. It’s hard to keep up, for anyone.

The good news is you don’t have to figure everything out on your own. That’s why we’ve created this quick article that tells you what sales enablement is and how to know when your company needs it.

Take a look.

What is sales enablement?

Sales enablement is having a strategy in place for providing your sales representatives with all the information they need in order to close a sale. Image this. Your rep is talking to a qualified lead, and the lead would like to see some case studies.

But…

Your rep doesn’t know where to find any.

They’ve potentially just lost the connection they worked so hard for with that lead, who may look somewhere else after not getting the confirmation they needed.

Having sales enablement solutions, like HubSpot, in place prevents these scenarios by organising all the information the sales team needs, so it's available and easy to find as soon as they need it.

Sales enablement content includes things like blog posts, email templates, white papers, case studies, videos, and online courses. And savvy salespeople use all of them when the moment is right.

Signs that it’s time to get sales enablement

Okay, so is that something your company needs? Here are a couple signs that you probably should utilise sales enablement tools:

● You feel like you’re babysitting your sales reps. You really shouldn’t have to keep your sales team on a tight leash. That’s not your job. And it’s a sign of inefficiency at your company, and lack of trust in your people.

One way to build up that trust is to make sure they’re equipped to succeed. Rather than having to micromanage everything each rep does, you can make it easier to provide reps with the content they need with sales enablement tools that organise content and allow on-brand customisation.

Basically, these tools let them have freedom in how they sell while ensuring that the content always fits brand specifications. So if your reps are complaining that you’re breathing down their back, a sales enablement solution can help you to back off and calm yourself.

● You have no idea how effective your sales and marketing content is. Creating quality content is an excellent step. But you also need to know whether it’s working and whether you’re investing too little or too much money into it. If you put a lot of the budget into content, that stuff better be delivering.

Sales enablement tools can provide you with analytics to track the effectiveness of your sales and marketing messages. Then you can start creating better content with better ROI.

The idea of starting a sales enablement strategy can be intimidating, but we have some great news. You are not alone, we are here to help.

To find out what BBD Boom could do for you, click here. Or to book a demo with sales enablement tool HubSpot Sales click here.

To learn more about sales enablement click here.

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