Salespeople are acquainted with the phrase Always Be Closing. The faster they can reach quota, the better their business will run. Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.
From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive. It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.
Removing friction requires a holistic approach to aligning objectives, teams, and the content required to succeed. In short, it centers on accomplishing more with less, a central tenet of sales enablement. What distinguishes leading platforms from stragglers is the magnitude of savings and performance improvements attributable to sales enablement. As indicated by Aberdeen Research, best-in-class companies with sales enablement practices in place achieve 50% greater quota attainment, 3x higher annual revenue growth and a 9.5x improvement in their average sales cycle compared with average companies.
Let’s say you’re working with a sales enablement platform allowing you to quickly find the content you need and customize it as necessary. All that stands between you and your target audience is pitching your content and measuring results. The last thing you should want to do is transition from one platform or program to another, let alone download and then upload your content as an email attachment or copy a link to a disassociated program in order to make this happen. This not only costs time (which is money) and focus (which is time), but also lost data and insights. It’s far from friction-free.
Last week during a sales enablement workshop, attendees and I discussed how to transform their sales content challenges into opportunities. Group feedback was consistent: sales content management, while incredibly valuable, is one part of the puzzle. Effectively putting content to use – in a friction-free environment accessible to both inside sales and field sales – is another. It’s this latter component, commonly referred to as customer engagement, that is too often a barrier separating reps and revenue.Continue reading article ›