Sales Enablement is a topic already known in the North American market and is beginning to be common here in Latin America, mainly among technology business owners and Digital Marketing professionals .
According to a study by HubSpot , today in the United States approximately 38% of small businesses have adopted Sales Enablement, as well as 55% of medium-sized businesses and 68% of large businesses.
Of this total, 75% stated that they perceived significant contributions in their commercial reach .
Do you want to know what this strategy is all about and denmark email list 2 million contact leads how to apply it to your business sales? Then keep reading!
What is Sales Enablement?
Sales Enablement is a system that aims to create a scalable and repeatable sales process by creating an ideal model for the sales team to achieve maximum performance .
Therefore, its function is also to align marketing and sales strategies , explore everything that the product or service can offer and optimize the commercial approach.
Therefore, the responsibility of the Sales Enablement professional involves everything from applying new tools, creating and improving processes to training teams.
Furthermore, according to the HubSpot survey involving professionals working in sales teams and who already have a Sales Enablement professional, the main actions that involve them are:
strategy development;
creation of materials;
choice of tools;
business training;
performance analysis;
integration of new channels;
optimization in sales operations;
coaching practices;
better recruitment of new members.
Some of these actions are already being carried out by companies, which may therefore be applying a bit of Sales Enablement.
So, to understand what stage of Sales Enablement your company is in, we've broken the process down into four stages so you can identify which one you're currently in.
What are the stages of Sales Enablement?
1. Indefinite
At this stage, the company does not have a Digital Marketing automation system or CRM to manage and control contacts, campaigns, etc.
New sales force members take up to 9 months to reach their goal, and this is a very serious point since the company's goal is defined at the beginning of the year.
Therefore, if by the middle of this period, sales representatives have not achieved the expected performance, it will be much more difficult in the second half.
The difficulty becomes even greater if the buying and selling journey is not well defined. If on the one hand it is necessary to know the path that a customer follows in the sales funnel , it is also essential to monitor the service provided by the SDRs and Reps at each stage of the funnel.
