Sales Enablement In Tech Sales - Paving the Way to Your Success!

Sales enablement in tech sales is all about making sure that a sales team has the resources and knowledge they need to close deals and reach their quotas both efficiently and effectively.

It can describe anything from providing reps with the latest sales technology to coaching and training them on how to use that technology to their advantage.

In short, sales enablement in tech sales removes roadblocks and paves the way for reps to close more sales. And when done right, it can have a tremendous impact on a company's bottom line.

What Does Sales Enablement Look Like?

Sales enablement is a broad term that covers a lot of ground. So let’s break it down into the most common examples you might come across in your sales career:

• Training and coaching programs that teach you new skills, techniques, and strategies for selling. This could include information and practice with sales tools, product knowledge, and best practices.
• Sales content such as articles, case studies, whitepapers, and ebooks that you can deliver to customers at every stage of the sales cycle.
• Sales technology like CRM systems, marketing automation, content management, and collaboration platforms. These tools give you new ways to find prospects, connect with customers, find resources, share ideas, close sales, and measure results.
• Sales templates that take the grunt work out of composing emails, scripting calls, and conducting social media outreach (but leave a little room for customization!)
• Sales processes that remove the administrative load and other roadblocks for sales reps so they can prioritize doing what they do best – selling!

The Sales Enablement Advantage

Here are 4 ways in which Sales enablement can benefit the sales team and sales reps.

1) Improved Productivity

Let’s face it – sales reps are busy people! And when they have quick and easy access to the latest product or customer information in real-time, they can spend less time looking for answers and more time selling. This increased focus on selling can lead to higher conversion rates and more closed deals.

In addition, having access to product experts within your own company can help reps close more complex deals that require in-depth product knowledge.

2) Increased Efficiency

In a similar vein, enabling the sales team with automation tools enables them to work smarter, not harder. Automation tools can relieve sales reps from the daily tasks that take up too much of their sales time.

With the state of today’s artificial intelligence, sales technology is super helpful. This covers all your bases from managing customer communications to generating leads.

By using automation tools, reps can free up time in their day. This allows them to focus on selling rather than administrative tasks.

3) Better Targeting

This one’s a double-whammy. With improved access to data and analytics, sales teams can identify the most valuable accounts.

Sales enablement needs to work on three fronts:

• Helps you triple-understand your customers
• Creates resources specifically for customer's needs
• Helps you create resources specifically for your customer's needs
• Finds resources for sales reps when they need it most

By taking a customer-focused approach, those sales teams are better equipped to deliver exactly what customers are looking for. Whether it’s a perfectly crafted personalized message that hits the right notes about a pressing need, or a short video that explains how to solve a problem that’s happening right now.

4) Greater Collaboration

When everyone is working off the same playbook, it's easier for teams to collaborate and stay aligned on objectives.

Having a go-to spot for all things sales (e.g., presentations, pitch decks, product information, etc.) ensures that everyone is on the same page. It also prevents silos from forming within the team.

The same goes for new ideas and innovations. When you give sales reps a place to share what’s been working well (and ask for feedback when things aren’t working so well), you reap the rewards of knowledge sharing across the whole team.

Ready To Enable Your Sales Career?

Sales enablement in tech sales covers everything from product information to training and coaching — anything that helps reps sell!

When done right, it can have a significant impact on a company's bottom line by improving productivity, increasing efficiency, better targeting, and greater collaboration.

Whether you’re interested in selling technology or simply using it to advance your sales career, Sales enablement is a deep well of opportunity.

That’s why we stay up to date in all of our courses with the latest and greatest tools, strategies, and techniques that help sales reps do what they do best!

What’s getting in your way to Career Success? Take a peek through our Career Success Catalog and pave the way to a fully enabled sales career!