What is sales enablement?
Sales enablement is all about giving your sales team the tools and resources they need to connect with prospects and customers and close more deals. That could mean providing sales collateral like case studies and product sheets, or training on how to use certain sales tools and techniques. The goal is to make the sales process more efficient and effective.
How sales enablement can improve sales performance
- Sales enablement can improve efficiency and reduce the time and effort required to complete tasks
- It can help salespeople be more effective in their interactions with prospects and customers
- It can increase the number of deals closed and generate more revenue for the organization
Who is responsible for sales enablement?
The sales enablement team usually reports to the head of sales or the Chief Revenue Officer (CRO). In other cases, the sales enablement function may be part of the marketing department and in larger organizations, it might even be a standalone unit.
Regardless of its organizational structure, the primary goal of the sales enablement team is to provide the sales team with the tools, content, and training they need to be more effective in their efforts to engage with prospects and customers and close more deals.
What sales enablement in action looks like
Some examples of sales enablement in action include:
- Providing salespeople with relevant sales collateral, such as case studies and product sheets
- Offering sales training on products and sales techniques
- Using sales enablement software like CRM systems
- Creating a sales content library
- Providing coaching and support to salespeople
