Sales enablement tools has helped a large number of businesses, globally, to increase their revenues. Empowering salespeople with buyer-centric content during the entire selling process, sales enablement tools helps them to sell more effectively.
It is mainly due to its revenue-generating capability, sales enablement tools has become popular among businesses across the globe. According to the latest information available, global companies in excess of 61% have already implemented sales enablement tools, and the number is expected to increase further.
The following infographic highlights the main reasons for which you should implement sales enablement in your business, and the factors you need to consider in choosing a sales enablement tool for your business:
Sales Enablement Tool
Apart from providing the relevant content to salespeople at the right times, sales enablement tool also frees them from doing non-productive tasks, such as searching the appropriate content; and helps them to utilize most of their time in actual selling. With solid knowledge about the tastes and preferences of buyers due to sales enablement, salespeople can close more and more leads to contribute towards incremental revenue generation.
Sales Enablement Definition
No discussion on sales enablement tool is complete without referring to its very definition itself. Remarkably, there is no universal definition of sales enablement tool, and everybody defines it in his way. Yet, you can consider a generic definition, which sums up the basic characteristics. The general definition goes as–sales enablement tools is a software solution providing salespeople with content, information, and tools to help them to engage buyers in the entire buying process so that they can sell more effectively.
In a nutshell, you can regard sales enablement as a strategic process to empower salespeople to sell more effectively. But, make sure that you do not consider it a step-by-step process but a strategic one.
Sales Enablement Tools and the Need to Choose the Right One
The digital tools used for implementing sales enablement are called sales enablement tools. So, if you are in the process of implementing sales enablement in your business, you should invest in a sales enablement tool.
Blending several functions, such as business intelligence, sales analytics, content analytics, CRM and other processes, the tools align processes across departments and empower your sales team with the requisite content. They thus get the impetus to analyze the key sales strategies and thus successfully close deals.
However, choosing the right sales enablement tool is not that easy. A tool that works well with a business might not be the best fit for your business. Therefore, you have to assess the unique needs as well as the workflows with respect to your business to decide upon the right tool for your business.
Hereunder, we discuss the key factors for you to consider in choosing the right sales enablement tool for your business:
Factors to Consider in Choosing a Sales Enablement Tool
So, what factors should you consider in choosing the right sales enablement tool for your business? The following are some:
User Interface is Simple
A tool with a simple user interface works the best as it enables your sales reps to navigate easily for locating the right content and that too at the right time. Tools with complex user interfaces often confuse sales reps in their search for the appropriate content and thus they waste their valuable selling time.
Tools for Content Creation are Easy to Handle
Check out whether the content creating tools are easy to handle. With easy-to-use tools, you can quickly create content without wasting time. As the sales function moves fast, so your marketing team has to create content as fast as possible as that will make a difference in winning or losing a deal.
Facilitates Easy Inter-Department Collaboration
As implementation of sales enablement involves the coordination of different departments, such as marketing, sales, and human resource; look for a tool that enables easy collaboration among the various departments of your business.
Enables CRM Integration
Look for the facility in the tool to integrate it with CRM as you need to deliver content as well as other materials directly inside the CRM with which your sales reps work. It makes sense as the CRM is the central place at which your salespeople work.
Training Facility
Check out whether the tool is equipped with the facility for delivering training materials to salespeople. As constant training is a must for any sales enablement strategy, you should ensure that the tool supports training.
Facility for Finding the Right Content at the Right Time
Figure out whether the tool bears the facility for finding the right content at the right time as that will help your sales reps to utilize their time productively.
Analytics
Ensure that the tool has features for generating insights from your marketing and sales data. You will need the analytics to figure out what is going on in your business, what is right and what is wrong.
In a nutshell
By now, you have understood that you need to choose the best sales enablement tool to implement a successful sales enablement strategy. The factors described above will immensely help you in your tool selection.
