What is Sales Enablement? In short, sales enablement is a cross-functional, disciplined approach to continuously motivating, supporting, and refining the skills of your sales team so that they can reach optimal performance. It should be no surprise that sales enablement is a top priority among businesses large and small. Why? Companies with dedicated sales enablement teams enjoy, on average, 15% better win rates than those without.
Did You Know?
59% of companies that surpassed revenue targets use sales enablement – Forbes
And,
55% of Sales Reps lack fundamental selling skills
65% increase in revenue by sales using a sales enablement platform
84% of sales reps achieve quota using Sales Enablement
The impact is clear. Organizations undertaking a sales enablement initiative have seen a 350% increase in content usage and 65% more revenue generated by new sales reps.
Sales Enablement 101
1. How is it different from sales training?
Sales training serves as a crucial step in the onboarding of new hires and gets them up to speed on company history and product knowledge. More of a one-and-done, sales training is now being paired with sales enablement strategies designed to provide a steady stream of support, motivation, and coaching that meet the needs of both sales reps and customers. This pairing has never been more important as sales team development remains challenged by the reality of new post-pandemic workplace environments.
2. What is the role of a sales enablement leader?
Ideally, this role is filled by someone experienced in both sales and marketing who can effectively champion their sales team AND serve as a liaison to the C-suite, with responsibility for contributing to an organization's larger business goals.
3. How will you know if your strategy is working?
The short answer is data. The continuous and fluid nature of effective sales enablement tools will garner answers to key questions such as “How well are my reps retaining knowledge?” “How are they handling customer negotiations or objections?” “Is their performance on track or do they need more support?” With key insights in hand, sales enablement leaders can bridge communication gaps between operations, sales, and marketing while solidifying the role of a sales team in driving a company’s vision for growth.
4. How does this impact profits and processes?
Impact comes in several forms, beginning with the generation of better conversation among internal groups. By minimizing silos and maximizing full visibility of customer behavior, up-to-the-minute product knowledge, and availability of resources, companies can expect best-in-class outcomes and improved efficiencies.
How The Training Arcade® Can Help
The Training Arcade game builder and gamification platform allows you to create a virtual learning community that will challenge and motivate your sales team and serve as the hub for all your training content and marketing assets for effective sales enablement.
The Training Arcade is a complete gamification training platform ready to receive your content and build a highly targeted sales training solution. When you consider that successful sales enablement strategies combine formal and informal learning activities that are customized and measured, training gamification makes sense. Here are a few reasons why:
- Use as a virtual sales training tool anytime, anywhere
- Train one or many: instructor-led, one-on-one, and group play
- Customize with your own videos, images, and content
- Quickly gamify your topic using popular learning formats
- Go global: translate into 17 Languages
- Quantifiable ROI: measure and prove success with analytics
- JEOPARDY!®, Wheel of Fortune® and 8 more customizable games
Sales Enablement Training Games - Level up your training game with our gallery of games. Play Demo.
The Training Arcade simplifies Sales Enablement– connect and train your sales team from anywhere. Read success story.
How Rehearsal Can Help
Rehearsal is an asynchronous video and audio-based practice and coaching platform designed to help global sales teams. From learning and development to sales and compliance training, Rehearsal transforms employee performance. It dramatically improves sales demos, product messaging, and soft skills by repeatedly responding to simulated scenarios. Prompt learners to submit videos and incorporate feedback from mentors and required keywords using AI. Through its adaptive personalized learning paths, you can structure content tailored to unique learning styles, needs, and preferences. Progress will be documented to track performance and see which assignments get the best results. Collaborating with peers, mentors, and SMEs has never been easier. Explore how Rehearsal can help navigate the challenges associated with sales training and sales enablement, or read a case study about how a manufacturing giant successfully trains its sales teams with Rehearsal.
