Many companies in today’s highly competitive environment are looking for new strategies and approaches for enhancing their businesses and drive greater revenue. While the success of an organization relies on its sales and customer relationships, sales leaders are the ones finding the ways to accomplish desires the company wants. Sales enablement can be a strategic priority and leading organizations today leverage this and have seen improvement in their revenue growth against companies that don’t.
As a sales and marketing strategy, sales enablement consists of customer support, field services, and in a less direct way, the HR and IT teams that execute the training programs and technology needed to drive initiatives forward. When implemented effectively, sales enablement provides the ability to a company’s sellers with the necessary tools, content, and training materials to effectively engage with buyers.
Here are the 4 ways Sales Enablement can improve business revenue in 2020.
Rise of Connected Culture Using Video
The video technology has always been pretty intuitive, giving the ability to learn things without recourse to conscious reasoning. By embracing video strategy, businesses can enable their sales teams to feel familiar with it before engaging with a customer. Today, most companies prefer investing in a video conferencing platform can be beneficial, rather than relying on the dial in phone conferences. In a Forbes survey of over 300 executives, 62 percent of them agree that video conferencing significantly improves the quality of communication, relative to audio conferencing, a figure that rises to 73 percent among high-growth companies. Additionally, 50 percent of executives believe video conferencing also improves the degree of understanding.
There was a time when working remotely was the sole domain of field sales representatives. But today, it has become the new normal for sellers of all types in any organization. With recent events, remote working worldwide is emerging as new work culture, making it more important than ever for companies to assist their sales teams succeed when in-office support and in-person customer interactions are not viable options. Remote selling in this regard is becoming a different approach to sales enablement. However, this will require training to sales representatives as 70 percent of B2B salespeople, surveyed of 500, said they don’t believe remote sales presentations can be as effective as in-person meetings due to lack of confidence.
The continuous training of sales representatives can turn sales enablement into higher revenue. Often, companies rush to get their salespeople selling and productive, but according to the Aberdeen Group study, 87 percent of one-and-done training content is forgotten in a matter of weeks. In this case, a longer program, supported by sales enablement software, can be a great way of lessening high turnover and making knowledge stick. There is also a requirement for ongoing training to strengthen a salesperson what they have learned and to keep them up to date with the latest products, processes, and content.
Revenue Enablement Tactics
Sales Enablement these days is gaining much traction as one of those areas where debate is raging onward owing to the challenges sales organizations face creating an enablement strategy. As sales enablement continues to evolve, sales enablement experts are now bringing revenue enablement strategies into their existing processes for an augmented focus on growth. Revenue enablement typically focused on customers, maximizing revenue gained through each stage of a customer’s journey with a brand. It comprises the entire customer journey, ranging from sales processes and building awareness through the customer lifetime to leave them through the ongoing nurturing to try and win them back.