Sales enablement improves a revenue organization's performance by helping reps consistently and appropriately engage with prospects throughout the buyer’s journey.
By providing a world-class experience, sales enablement enables well-trained client-facing staff to engage buyer stakeholders at the right time and place, and to use the right technologies to improve sales performance while gaining closer cooperation between departments.
Activities in a company can include, but are not limited to:
- Rep onboarding and continuous learning activities
- Sales asset and training content creation
- Implementation of internal sales coaching
- Communications
- Management of sales tools
- Measurement and reporting
Sales enablement empowers salespeople to conduct more effective sales activities, which ultimately improves results.
Sales enablement enhances a company's selling motion so that its qualified pipeline grows, opportunities progress, and sales are won more efficiently.
A sales enablement tool is any technology that helps a revenue organization improve the efficiency of the sales process and achieve its corporate objectives.
Modern sales organizations benefit from a variety of types of tech. The tools are adopted for one common purpose: to make the process more scalable and efficient and for anyone working in or managing the sales function.
Categories of sales enablement tools include:
- Sales Content Management
- Video Coaching
- Sales Engagement
- Sales Intelligence
- Account Planning
- CRM
- Sales Management
