Tips for Setting Up Sales Enablement

Adam Lewis | 24 August 2020 | 05:00

If you run a B2B business, you need to make sure your sales team is running as a well-oiled machine. Competition for clients is fierce. But you don’t have to fall behind.

Having the right strategies in place to utilise current technology to the maximum effect will put you ahead of competitors and increase your ROI in sales and marketing.

And one of the best tech strategies right now is to set up HubSpot sales enablement tools. Keep reading to find out more about how to do just that…

Why do you need a sales enablement strategy?

Sales enablement is basically a method of getting sales to use more of the marketing department’s approved content, as well as taking advantage of content and automation processes with helpful tools and technologies.

You may not realise it, but your sales team may need a bit of TLC. You need to win them over, just like you would your customers. And that means showing them how and why the tools and content that marketing is providing are useful to them.

Once you teach your sales reps how to use what marketing creates, they can close more deals and do so with fewer headaches for themselves. It’s win-win.

How to set up a sales enablement strategy

The only way to have effective sales enablement is to start with a strategy. Here are tips from BBD Boom on how to get a sales enablement plan going:

● Get your team on board. You need to show your sales team how these tools will help them do their job, so that they actually adopt the practices. What do they probably want in a typical day? More time to get stuff done. So make sure you clarify for them that sales enablement tools save them time. With that in mind, you should also find ways to get this information to them without wasting their already limited time. Rather than inefficient meetings, think emails with links to video content.

● Consider dedicating part of the marketing team to sales enablement. Many of the tools and content for the sales team are coming from marketing. For instance, HubSpot is both a marketing automation platform and a sales enablement platform. It can really help if the marketing team responsible for this understands their internal marketing goals. This also helps to keep the goals of the sales and marketing teams aligned.

● Have an onboarding process that includes sales enablement training. Once you have a strategy laid out, the easiest way to implement it is to make sure that each new member of the sales team understands the tools and technology from the outset. When you onboard new team members, give them easy-to-digest sales enablement training.

Remember, the content that your company creates NEEDS to be viewed by the sales team. It needs to be utilised. And it’s up to you to make it easy for sales to find the content they need in order to convert those leads.

If you’d like to get started with sales enablement the easy way, BBD Boom is here to help. Click here to discover how BBD Boom could help you with your sales enablement strategy. Or click here to book a demo with HubSpot sales.

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