Sales Enablement Tools: Not Sure What’s the Hype? We Break It down for You in These 5 Simple Tips
Hearing a lot about sales enablement lately? If you’re in the B2B selling space, you most definitely have.
While some may think it’s just another broadly used term, recent findings suggest that sales enablement is an extension of the selling space that continues to evolve and gain importance.
But we get it. When a term such as sales enablement is thrown around so much, it might be difficult to understand what it actually entails.
What is Sales Enablement?
To break it down, sales enablement is a collection of tasks and tools that help sales professionals achieve key sales activities (such as making sales calls or pursuing opportunities) with a higher rate of success.
But why do salespeople need so much help these days? Because customers are more informed than ever before, thanks to the internet. They come well-informed and ready to challenge sales reps with the proposed value propositions, and expect them to convince why the product they are selling is worth their time and investment.
To say the least, salespeople don’t have it easy these days. That’s why so many companies are investing in sales enablement tools that help salespeople sell better to their prospects.
How to pick the right sales enablement tools
But finding a stack of sales enablement tools that works for your company is just like looking for a mythical creature. They’re hard to find, and even harder to retain.
Sure if you type in “sales enablement tools” in Google, it’ll fetch thousands of queries. But do you really know what you’re looking for? In order to help you choose a sales enablement tool for your team, we’ve pointed out 5 things to keep an eye out for:
What do you want the tool to do?
This is the first question you should be asking yourself.
What sales activity do your salespeople need the most help with? Do you need a tool that will help enter data into Salesforce, create and maintain a content library or measure your team’s sales performance? Create a checklist of all the elements that the tool you’re looking for needs to have, and go from there.
If you find that you need a tool that provides more than one solution, try opting in for an enterprise solution that manages most of your sales activities in one platform.
Easy to install, easy to use
There are loads of companies offering tools to help salespeople with their day-to-day job. But most of them are extremely complex to use, making it harder, not easier, for sales reps to do their job.
For your sales team, time spent learning a new tool means missed opportunity to sell. And as we all know, in sales time = money.
When selecting a sales enablement tool, make sure that it’s easy to use and implement into your system. Before you make the move, ask yourself how long it’s going to take your team to be up and running with the new platform.
Will the tool require coding or technical attention, or is it a plugin that can be done by anyone on your team? Will your team require special training to use the tool, or a one-time go through will suffice? By asking yourself these two important questions, you can save a lot of time and hassle for your sales team.
What’s trending in the market?
The most successful salespeople are using digital tools as their secret advantage to close more deals.
According to a LinkedIn survey, salespeople are making use of sales enablement tools additional to CRMs for different stages of the sales funnel. Tools that help with social selling, productivity apps, and email tracking are on the rise because they help drive performance and streamline monotonous activities.
When searching for a new sales enablement tool, search on software comparison websites such as Capterra or G2 Crowd for different providers. These websites are great at offering insights for the most common and/or top rated tools for sales activities, and you can also search for complimentary tools that can be a good fit for your team.
When choosing sales enablement tools, it’s important to check if the softwares have capacity to grow with your company. Many times, smaller companies go for smaller capacity tools, often overlooking the fact that they need to invest in systems that will grow with them.
An ideal service provider should be ready for growth and be able to respond to a higher number of users, more content volume, and a more complex application.
In other words, invest in sales enablement tools that are agile and scalable.
Are the sales enablement tools mobile-friendly?
We live in a mobile dominated world. When selecting sales enablement tools or your company, opt in for platforms that are mobile-friendly and can be accessible anywhere on-demand.
If you have a sales team on the go, it’s especially important to have a software that is mobile responsive.
With these five touch points, you can too pick a sales enablement tool that works for your team.