What Is Sales Enablement - 4 Ways It Benefits Sales Teams & Sales Reps

Sales Enablement is like paving a road for sales reps. Sure, they could get from Point A (a prospect) to Point B (a closed sale) okay on a dirt path… but when it’s a smooth ride, they get there faster, with fewer bumps along the way.

In short, Sales Enablement is a process that gives salespeople the tools, information, resources, and training they need to sell more effectively. For example, a Sales Enablement strategy might include:

• A CRM system that better unites customer data
• Internal best practices, workflows, and guidelines
• Sales Engagement platforms that improve productivity
• Promotional videos, blog posts, and case studies

There are many different ways that Sales Enablement can benefit both sales teams and individual sales reps.

Let's explore the four most significant benefits!

Breaking Down the Benefits of Sales Enablement

1. Increased Win Rates

Companies that invest in Sales Enablement is report higher win rates on forecasted sales than those who don’t – in other words, they close more deals. In fact, better win rates are among the most common goals for sales teams who use Sales Enablement!

The reason why it works is two-fold:

• It improves the buyer experience since reps are able to deliver more targeted content and solutions.
• It lets reps get back to selling, without the hassle of overbearing administrative tasks or confusing processes.

2. Shorter Sales Cycles:

A sales cycle describes the steps you take to turn a lead into a customer. In some cases, that journey can take days, weeks, months, or even years!

Sales enablement makes it possible for well-informed and trained reps to move prospects through each stage of the funnel more quickly and seamlessly.

For example, AI can help simplify the number of administrative tasks or touchpoints a salesperson needs to make a sale — a real timesaver for reps and buyers alike!

3. Improved Customer Retention Rates

Properly trained and well-equipped reps are better able to deliver an excellent customer experience throughout the entire buyer's journey—from first contact to post-purchase follow-up.

Well-executed Sales Enablement helps ensure customers remain happy and satisfied even after they've made a purchase, leading to improved retention rates in the long run!

Taking sales content as an example, Sales Enablement technology can help reps delight customers over and over again by delivering…

• The right content: Relevant presentations, articles, case studies, videos, infographics, whitepapers, and more
• To the right people: Targeted for stakeholders, decision-makers, and influencers within a target company
• At the right time: Sent right when it’s needed the most throughout each stage of the sales cycle
• At scale: With the same level of attention, no matter how many prospects or customers you’re working with

4. Increased Customer Lifetime Value:

Customer Lifetime Value (CLV) is the total amount of money a customer will spend with you over the course of their relationship with your company.

Strong relationships between reps and customers lead to repeat business and referrals — both of which contribute to higher CLV numbers over time!

Furthermore, when customers become raving fans of your product or service (and your company as a whole), they're more likely to continue doing business with you instead of taking their business elsewhere.

Enable Your Sales Enablement Dreams

Sales Enablement offers many benefits within your organization—including increased win rates, shortened cycle times, improved retention rates, and increased CLV numbers!

All of these factors combine to make sales enablement a valuable investment for businesses across industries.

It’s also vital to your Career Success if you’re pursuing a role in tech sales. After all, you’ll likely be using some of these techniques or tools on the job. So why not get a head start and master the most important ones now?

Interested in learning more? Download our Career Success Catalog today!