Sales Enablement
Sales enablement provides the tools necessary for your sales people to manage the sales process and close business.
Sales Enablement Tools:
- Sales Training - are you preparing your sales organization by ensuring they understand your products and services? Do you have a
formal program to do this that includes testing to ensure comprehension? Successful organizations provide quarterly training for
their sales organizations and ensure they internalize the information by having them deliver presentations in front of their
peers as well as testing them on the material.
- Collateral - do your sales people have collateral that explains what they are selling? Do they have product overviews,
a company overview, customer case studies, and white papers? If not they probably don't have the tools needed to work the sales
process.
- Proposal Templates - providing your sales team with proposal templates ensures consistent and professional materials throughout
your sales organization. Don't leave it up to your sales people to create these from scratch, you hired them to manage relationships and
sell stuff. Not many sales people are good at creating these materials.
- Pricing Tools - providing your sales team with the ability to generate their own pricing is usually a good idea unless
your sales managers like being involved in creating a price for every deal.
- References - most prospects like to talk to someone that has purchased your solution in order to validate for themselves
that it could meet their needs. If you don't have references, you will likely loose deals.
- Promotional Materials - don't overlook the value of leaving something behind when you visit a prospect. Promotion
materials help prospects remember you. Simple things like pens, business card wallets, or mugs do the trick. Make sure you supply
each of your sales people with these items.
If you provide items like the list above, you are enabling your sales team do their job. If you don't provide these items you are
hindering their ability to manage the sales process.
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