Researches show that on an average a sales person spends approximately 7 hours every week in preparation of sales calls that more often than not fail to deliver. The only way to do away with this blatant waste of crucial company hours is through sales enablement. It is the need of the hour, there is no question regarding this fact. The marketing department need to undertake a leadership role and prepare their sales staff to deal with prospects more effectively and engage them to deliver better results.

With the changing times the expectation of the consumers increase since new, high-quality products, reach the markets and this increases the complexity of sales. In such a scenario, outmoded sales tactics and selling pitches fail to provide the expected results. Creation of relevant material having the maximum impact on customer mindset and effective, result-oriented conversation is crucial. This is what the enablement of sales staff signifies and it is necessary for organizations that wish to survive the competition and increase their brand awareness or brand value.

Here are some points to explain why sales enablement is the need of the hour.

Change in customer perspective!

Today the customer mindset is not like before; they no longer want solutions selling, or purchase products in a passive manner with the sales person doing everything. More and more buyers are looking for active participation and positive business outcomes. In such a scenario, only a sales person who is also an effective communicator can hope to gain success.

Customers expect to know everything about the product they buy and its immediate effect in their personal, professional, or business lives. A salesperson must bring new perspectives regarding a product in individual scenarios and win the trust of the consumer before closing a deal. This is possible only through effective sales enablement software.

Problems the sales teams face

The average salesperson is ill prepared to deal with the changing customer perspective. The majority of the organizations does not maintain compact customer database for drawing information. At most, there are multiple, unconnected sources, haphazardly arranged. Most of the times, the available resources are not relevant to the particular customer scenario.

Besides, it is difficult to search through the data available using the marketing jargon, sales people use. Other problems include failed responses to sales context, communication with experienced salesperson; absence of a platform for making comments, sharing information and relevant editions as and when required.

It is possible to resolve such issues and empower your sales team through enablement of sales.

The need of the hour!

The immediate need of the hour is the enablement of sales, there is no question regarding this. Through this, it is possible to develop a prioritized prospect list. The list details qualified buyers and mentions the reasons. You get behavioral data indicating the purchase priorities and the interest of the prospects; content libraries that map each buying process phase and tools for tracking prospects throughout the buying cycle. Relevant alerts keep the salesperson aware of key activities. There is better communication and information exchange that reflects in increased closures.

Why is the sales staff unable to perform, as it should? Have you ever heard of sales enablement apps? Now is the time to try it.