How has Sales Enablement Changed for Business post-COVID? |
Posted: November 11, 2020 |
Everything has changed since the coronavirus pandemic hit the world. From our daily lifestyle to large scale business operations, it has affected virtually everything. This article shall deal with the discourse of how the coronavirus has affected sales enablement and how to cope up with the impact. Sales enablement solutions and strategies have evolved over the years. Lately, many of the companies have employed dedicated resources to practice sales enablement. This trend is of course the result of the outcome of this practice. Organizations that adopt sales enablement often observe a significant growth in business due to its effectiveness. Due to the coronavirus spread, more and more organizations started practicing sales enablement, and the ones that adopted the best sales enablement practices made it big. The most important reason for the best sales enablement practices delivering such effective results is that these practices enable the process of equipping the sales force with tools and knowledge, which helps them successfully reach out to the customers and offer a great sales experience. It also allows the sales enablement manager to track the efficiency of the sales force and make necessary changes regularly to enhance the performance. In other words, practicing sales enablement will prove effective but doing it right will further enhance the performance. Let’s talk about how the spread of the coronavirus pandemic and the economic slowdown have impacted the expected sales enablement growth over the past decade. We all can agree that things have changed. Sales enablement had been reaching its maturity from even before the spread of this pandemic. Sales enablement strategies were evolving to become more than just an instant growth opportunity. It was moving towards becoming a right and strategic tool instead of a springboard. In simpler words, sales enablement was not being used as a quick fix. Instead, it was evolving into a system that was being adopted by organizations to enable not only the sales force but also all other aspects of marketing. This economic slowdown and the pandemic worked as a catalyst in the evolution of this system. Sales enablement will focus more on enhancing performance efficiently while only using the resources at hand. In such times, if sales enablement is used smartly, companies can save a huge amount of money that they spend on advertising and marketing. The ‘work from home’ culture and virtual selling have made organizations realize the importance of sales enablement tools during the pandemic. This change has made it easier for organizations to take their sales processes and tracking online that helps them identify and rectify errors quickly. Here are some other things COVID-19 has taught us about sales and sales enablement: Focus on sustainable growthA lot of businesses have grown at a remarkable rate in the past few years. Many companies grew at an extraordinary pace over the last decade. This excitement led to many individuals and companies purchasing and stocking more stuff than they needed. The introduction of CRM systems aided much of this process by eliminating the traditional paper and spreadsheet-based record-keeping and establishing databases. All of this enabled the teams to sell more with the same amount of resources at hand. Increased marketing and sales activity, better sales enablement platforms, effective communication, and bigger budgets are the factors that led to selling more to buyers, who could purchase more until the economic slowdown and coronavirus pandemic put a brake on it. The best option businesses have today is to steer through this situation by leveraging their existing systems. Instead of winning the race, the focus should be on staying on the feet during these times and it can be done by focusing your efforts on perfecting your sales enablement system. It’ll help businesses to not only organize and manage their sales efforts but also to track the effectiveness of the same. It’ll also enable organizations to improve communication and optimize the sales process as per situations. If you’d like to know what a flawless sales enablement system looks like, check out what EnableU has to offer. Importance of team empowermentNow, when everything is changing rapidly, it’s become more difficult than ever for the sales force to keep in touch with the changing sales tools and tactics. A sales enablement solution helps the sales representatives to keep up with the latest marketing materials by serving as the single source of information that can be accessed by them at any time and place. It helps organizations to boost the confidence of the sales force by equipping them with the best sales enablement tools and strategies that sit well with the external conditions. Customer centricityThe events that businesses and individuals are experiencing today are unforeseen. All are facing various issues on both personal as well as business fronts. Unemployment, financial problems, family, and personal health concerns have become universal issues. Addressing these issues should become a part of sales training programs in all organizations. Salesforce needs to be trained to leverage such situations. An effective sales enablement tool like EnableU will allow you to curate tribal sales knowledge and content from any source to offer sales content repositories and playbooks that work. Create, deliver, and measure sales enablement micro-learning moments to build high performing sales teams. It enables sales enablement managers to ensure that the sales force is focused on customer feelings and needs in such sensitive times. Collect and use dataDuring these uncertain times and economic recession, your sales might not go through the roof. In fact, growth might become stagnant. It may be a bit disheartening but even this will bring some new learning and an opportunity to leverage. It is very important to adopt sales enablement systems that allow you to track and monitor your sales and related information. It’ll enable you to keep an eye on the health of your sales force. The information provided by such systems will help you streamline and improve your sales processes as per the situation’s demand. Given today’s circumstances, sales enablement might not help you score runs faster but maybe it can be used for something far more important. Charting out a systematic approach to sales enablement will not only help you to win daily sales challenges but it can also help you win the sales war. EnableU offers an all-in-one sales excellence platform that combines a proven framework of standards with sales readiness and enablement tools.
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