Because 32.7% of the companies have opted for it in 2016 and the number is rising. (Well obviously this isn’t enough, so read on 😉)
What if someone told you that there’s a thing that you can do as a sales head that would help you drive comparatively more revenue, smoother sales executions and an increase in organic conversion rate? Would you not like to know what that thing is? But first let me tell you what it is not, it’s not magic, nor a hybrid piece of technology or includes changing anything material in your current space.
This one thing that can change the course of your business, whose prime focus is an effective amalgamation of marketing and sales, to arm sales representatives with the best of tools that which would affect your entire business is — Sales Enablement Optimization.
According to me, Sales Enablement Optimization is a strategic, ongoing process to equip the sales team with the not so tangible tools, resources, and skills to increase their efficacy and consequently improve their functioning through an intelligent combination of marketing and sales.
Sales Enablement Optimization has no particular definition as such, maybe because of its ethereal quality, much like any other concepts or ideologies. Here I’d like to give a definition that I sense articulates the essence of Sales Enablement Optimization the best.
A strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training, and coaching services for salespeople and frontline sales managers along the entire customer’s journey, powered by technology. — CSO Insight, 2016 Sales Enablement Optimization Study.
Sales enablement can be anything from nitpicks of your marketing blogs, case studies in your sales script to creating email templates and messages for retargeting of the customers based on their behavior and preferences helping in cataloging them according to their need and yours.
Let us see the real practical action now rather than just talk. Recent research by Aberdeen reveals the following mind-boggling stats —
Sales enablement leads to higher team quota attainment by to 62%
More revenue growth by 205%
Higher sales velocity 725%, and
Increase in lead conversion rate by 23% in organizations with structured sales enablement programs versus companies without it.
That is how effective sales enablement optimization is. And here is the cost of not enabling one’s sales force to its optimum potential.
Sales reps spend up to 43 hours every month searching for information.
30-60% of CRM projects fail. — C5 Insight, 2015
40% say getting a response from a prospect is harder than it was 2-3 years ago. — Mike Kunkle, Sales Enabling Officer, Brainshark
1 in 4 companies says their marketing and sales teams are either “rarely aligned” or “misaligned.” — Mike Kunkle, Sales Enabling Officer, Brainshark
At LeadsRain before sales optimization, our conversion rates were 42% that which now have increased to 75%.
Furthermore, with sales enablement optimization we now understand the how effectively can content enable the sale, and are actively keeping the integration up to date. That has increased our customer satisfaction rating to almost 97% and given our company an overall functional and cultural boost.
To know about the benefits of Sales Enablement Optimization, check this blog of ours out.
LeadsRain is an all-inclusive cloud-based contact service solution provider which provides services like hosted cloud-based predictive dialer, hosted IVR, voice broadcasting, and all other related services.
We have by far served various industries from Automotive, Collection, Education, Emergency, Entertainment, Finance, Mortgage to Politics.