Sales enablement has been a buzzword in the industry for a while now, and with good reason – there’s plenty of research showcasing its positive impact on revenue growth.
It’s also a great tool to drive sales motivation…when your employees perform well, they’re more motivated to work harder at meeting goals, raising aspirations and revenue.
Rather than diving into the why of sales enablement, we will talk about how to do it right for your sales team in the era of COVID and working from home.
Now keep in mind that you want to cover the 3 main areas of sales enablement-
- Knowledge & learning development
- Skill sharpening
- Sales tools usage
These three main areas address everything from how your customer success team handles clients, to how well your pre-sales team knows your product/service and how efficiently the onboarding process is carried out.
Here’s what you need to do to set up sales enablement and leverage sales enablement tools in the new work-from-home culture-
1. Document Workflows to Be Easily & Remotely Accessible
Document all processes and workflows that you may not have documented earlier – onboarding workflows, cross-functional team processes, sales best practices. This is also a good way to keep team motivation up, by adding structure & ease to their every day.
2. Create an Always-Updated Knowledge Base
This should comprise case studies (case studies demonstrate to your sales team how different clients are succeeding with your product/services, and give them another layer use in their sales pitches), whitepapers or material from around the web, videos or webinars…anything that can be stored in a repository for your sales team’s reference.
3. Hold Team Learning & Development Sessions
This is a great tool for sales motivation as well and something you can plan on a quarterly basis – assess individual and team-level gaps in skills/knowledge and hold online training sessions.
These can be taken by you, by a member of your C-suite or by guest speakers. What’s important is that the sessions have plenty of actionable material, takeaways and mock conversations.
4. Set up Your Sales Tools to Save Time
Take the responsibility of setting up your sales CRM software – or other sales enablement tools you may have onboard – in an optimum way to aid your team’s performance.
One example of this would be to set up an automated nurturing email workflow for lead generation that will save your sales team tons of time in a month and help them in getting leads to convert.
On a side note– You’ll find automated email workflows, tasks, notes & reminders and so much more we’ve built into Kylas to make sales easier and faster. Have a look at the features here if you haven’t already!
5. Set up Inter-Team Meetings
So many of the sales activities can be done better and faster by enabling communication between teams. Set up monthly catch-ups between your pre-sales, inside sales & outside sales teams, the marketing team and customer success team.
These shouldn’t be like target-setting or review meetings; they should be organized to brainstorms on what’s working for clients, what they’re looking for or missing in your product/service and what you can take away to make your sales pitches more insightful and successful.
As a sales manager, you should moderate these brainstorming meetings – keep people on track, take notes, create actionables.
What sales enablement practices have you adapted from pre-COVID times? We’d love to hear from you – feel free to share your insights & ideas in the comments below!