Sales enablement is about accelerating, improving, and making sales more efficient. It is all about getting sales faster and quicker, and about winning more deals. It is multifaceted, and while sales training is typically a key part of the equation, content is the biggest bulk of it. Sales people need to get the right content to the right audience at the right time, and companies need to do more with less to get a better return on investment.
Ideally, sales enablement should bring in other internal departments within the organisation, giving sales people all the tools they need to sell and be successful. Digital content is therefore crucial, and when the sales team has access to the right tools and content, it can then sell to prospects or existing customers more easily.
Effective use of sales management tools requires generating timely and accurate data, and then using that data to drive decisions, and effectively implementing changes.
However, while the science of sales team tools promises great impact, results are difficult to achieve without the art of insights, customisation and management. At the heart of our end-to-end Sales Enablement solution is Digital Sales Optimisation, a dynamic tool and concept that measures your sales team against critical key performance indicators, tying sales performance with business strategy.
Using either individual or quintiling methodologies, one of the key goals of the tool is to assess the impact to your business by examining scenarios and outcomes if all salespeople were to produce at the same level as the top 40% of your sales force.