Technology is a significant driving force in today’s world. It has found its way in virtually every sector of human lives. Today we want to find out about the technology that drives sales and marketing and one that ultimately helps increase business revenue.
These tools, also known as sales enablement tools can help make the work of the sales and marketing team more efficient which translates to more and faster streaming revenue.
What Is the Meaning of Sales Enablement?
The main function that centers around the design of sales enablement tools is to help the sales people with the right guidance and training to pass on the relevant information to potential clients and effectively close the deal.
These tools touch on different areas which include communications and customer engagement, training, content development and performance analytics.
One way to be efficient in business is to find what works and to repeat and improve on the process time and time again. The same can be said for sales enablement tools. They provide users with a repeatable process which they can follow to raise revenue and to maintain that revenue.
By using such tools, clients are able to find the most relevant information at the most convenient time. They will help to further integrate the actions of the different departments in the enterprise such as production and branding.
Customers are also provided with the perfect avenue to leave feedback which the business can use to improve service.
When and Where Sales Enablement Tools are Used
Note that sales enablement tools can only be used in 3 main scenarios…
- Content organization and optimization—all the information pertaining to the business sales department such as competitor analysis, decks, email templates and case studies are organized in a neat, easily accessible format. The sales people can get the relevant information that they require fast and easy.
- Automation—this makes sending messages and emails to prospective customers efficient without the delay of having to wait for a member of the sales and marketing team to reply to emails and messages.
- Analysis and Reporting—these tools will provide data on which emails got the most responses and provides information on not just how the sales team is performing, but the results of their engagement with clients. The information can then be analyzed and the right adjustments in the operations can be made.
Are Sales Enablement Tools Actually Helpful?
You know what they say, numbers don’t lie. Research has shown that businesses that use sales enablement tools were over 2X more efficient at creating a link between their sales actions to the revenue realized.
These businesses were also 83% more productive, 58% more efficient at retaining their sales people, had 23% better conversion rate and a 32% higher sales team quota.
Sales enablement tools allow managers and business owners to have insight to the actions of the sales team. They can find out what works and what doesn’t and make the necessary adjustments to optimize what works around the entire sales team.
If you are considering investing in sales enablement tools, great choice. The best tools come from companies such as Guru, CloudMap and Clearside.