Sales enablement is a powerful tool that can be used to develop sales skills and capabilities for growing B2B firms. It can help with many aspects related to onboarding new b2b sales reps, continuous learning, and helping reps close business faster and more efficiently. One of the most important aspects of sales enablement is to have the right content. Many team members can help to create this content including sales leaders, the marketing team, training department, customers, and even the sales reps themselves.
Here are some of the types of content you may want to have as part of your sales enablement plan.
1. Sales 101
Organizations will often have new salespeople that don’t have a lot of sales experience. Sales enablement is an excellent opportunity to provide ongoing training around the basic sales skills needed to be successful. This could range from tips on conducting a great meeting to help with a cold call.
2. Sales Process
One of the fundamentals to having an efficient and successful sales organization is having a great sales process. A sales enablement solution can help reinforce the process. This is especially true for new sales people as they get used to how your organization works. There are also significant benefits reinforcing the sales process with more experienced sales reps as well.
3. Sales Tools
One of the keys to ongoing sales success is the proper use and adoption of your sales tools. For many organizations, this means the reps doing a great job with their CRM. Create content that supports the use and adoption of these sales tools. This is important especially in the onboarding phase for a new rep, when a new tool is rolled-out and is also good to support ongoing training.
4. Success Stories
Success stories can carry a lot of weight with the sales reps. The best ones feature customers or even other sales team members. The reason that they may resonate more with the reps is that they are based on real life engagements and not fictitious situations. They can also help to build the stories that your reps tell as they work with new prospects.
5. Competitor Information
Knowing your competitor’s strengths, weaknesses, and tactics can go a long way to winning an opportunity. Having your reps research and try and research each competitor and then how to position against them is very inefficient. Create content for each of your major competitors and ideally, present it to the reps at the time of need.
The ideal solution for your organization could be a sales enablement solution that presents the content to your sales reps when the need it. Lurniture does this by providing short video through Salesforce to your sales team when they need that sales enablement content. Request a demo and see if Lurniture is a fit for your sales organization.