What is sales enablement

In this article, we explore sales enablement - what it is, and how it can benefit your business.

Shark Finesse
June 23, 2021
Articles

Sales enablement is a strategic discipline which is designed to help increase sales and productivity within a business. This works by supplying your team with strategic resources that they need to perform well in their job. This includes supplying them with high quality tools, technology, information and more to help improve their skills. Sales enablement plays a huge part in successfully achieving the results you aim for as a business.

How can sales enablement benefit your business?

Research has shown that over 75% of companies using sales enablement tools report higher sales - with nearly 40% reporting growth of 25% or more.

Sales enablement has also been linked to more effective sales training, higher quota attainment and better customer relationships. Your business can benefit from this in a variety of different ways but here’s a few of the main benefits you are highly likely to receive;

1.  Scaling success

Scaling your success is something we feel very strongly about at Shark Finesse and it’s definitely one of the best ways to help you grow your business. Shark software can help businesses to create a scalable, repeatable and collaborative approach when working on sales enablement.

Scaling success in your business requires a mixture of processes, people, and technology, so it’s important to make sure you have the best tools available to you. Supplying your team with high quality sales enablement tools will benefit your staff by making closing sales easier for all levels of your team.

2.  Stronger sales data

When it comes to sales enablement, sales data is one of the most important aspects in your business. Who wants to sit and work out calculations with a calculator when you could simply input your data into software and have the exact figures worked out for you with the click of a button?

Shark software makes sales calculations easy; you can input sales data to estimate sales and success as well as calculating ROI potential.

3.  Faster sales deals

Closing sales faster might be something you long for but can’t see how it will ever realistically happen. With access to better data and tools your sales team will have quicker routes to finding what they need when they need it. Research over the years has also shown that a huge 43 hours per month is spent by salespeople searching for information. By using sales enablement tools like Shark software, they could use their time more wisely.

4.  Better alignment with marketing

Strengthening the relationship between the sales and marketing departments within an organisation is a big aspect of sales enablement. It is a sad reality that sales and marketing teams don’t always get along but finding a way to positively work together allows businesses to get the best results.

Salespeople work best when they are equipped with the best quality leads and optimal use of supporting content. This is very often a key component within the sales enabling process, so it’s best to have the right tools to hand.

5.  Improved company reputation

When your customer facing staff are positive and effective, this reflects well on customers and how your company is viewed. Investing in your team and helping them grow within their career can support this. If your staff are highly responsive, well informed and helpful, this is going to reflect well on the company.

How can you ensure sales enablement success is achieved?

Goals, team work, processes, consistency, and measuring success. Decide what your goals are, put processes in place and make sure to stay 100% consistent with them. You can then measure your success to determine what does and doesn’t work and decide how to proceed.

Setting up a winning sales enablement process

To help you achieve a successful process you should have access to all the data and information you need as well as high quality tools, such as our business case software.

Using business case software will help you identify key points quickly and save you time throughout the whole process. By inputting customer data, you will be able to efficiently analyse what they need and how to provide them the numbers to prove a positive ROI.

If you’d like to learn more about how Shark software can help support your sales strategy, please get in touch and we’ll be happy to help.

What we do

At Shark Finesse we have developed an enterprise-grade cloud application to help businesses standardise and simplify their value engagements across the entire customer journey.

Shark, a business value engagement platform used by 1000’s of customer-facing teams globally (e.g. pre-sales, sales, value teams, and customer success) is easy to use, intuitive and usable directly with the customer to negotiate the likely business returns from investing in a solution.

By adopting the Shark approach you will fundamentally transform conversations with new and existing customers, close more business, and differentiate from the competition.
Find out how

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