Is information overload dragging you down?

 Your bottom line depends on having your sales team at peak performance. But information overload could be killing your sales. Enter sales enablement. When done right, it creates context, so your team can escape the details and see the big picture.

What is sales enablement?

Sales enablement is a term that has only been around for a few years. Broadly speaking it fits into three categories: content, processes and training. In an ideal world, the three work together to educate and equip your sales force with the right knowledge and skills to achieve their sales targets. The desired outcome is effective engagement with your target customer that leads to ongoing sales.

Sales enablement done right

In an information overloaded world, sales enablement matters now more than ever. 53% of CEOs see it as a top priority. Here are some of the main reasons why it’s so important to get it right:

1. It removes guess work

Your prospective buyers are highly informed with the click of a mouse. 76% of them expect you to understand their needs. When salespeople understand the problems they need to solve, it’s much easier to provide a suitable solution. 

2. It saves time and frustration

Much of the content that’s been created for your sales team is either outdated or irrelevant. As a result, almost 90% of your frontline doesn’t use it when engaging prospective customers. But if you have well-thought-out content for each stage of the buyer’s journey, that is easily accessible, customers are more likely to stick with you.

3. It creates and maintains focus

Sales reps only spend 37% of their time on activities that generate revenue. This means the right training and sales collateral are vital. Especially when new recruits come onboard.

Final thoughts

Whenever General Electric’s CEO Jack Walsh had to sit through a PowerPoint presentation, he asked his managers to map out their thoughts on one page instead. This way, he made sure they clearly understood their message.