By: Rachel Powers
Searches for the term ‘sales enablement’ on Google have continued to increase by over 50% year over year. In the past two decades, sales enablement has become more and more of an asset and necessity for growing sales organisations in order to keep up with the changing landscape and evolution of tech.
The definition according to Gartner, is “the process of providing the sales organization with the information, content and tools that help salespeople sell more effectively.” The key to a good sales enablement team is to streamline focus on building a strategy to maximize sellers’ ability to communicate both value and differentiation, in order to produce a high level of sales execution.
But why is this so valuable to your sales organization?
According to Sales Enablement Pro, ‘Teams with sales enablement techniques in place for more than two years, are 48% more likely to experience high buyer engagement.’
HubSpot released a statistic that states ‘65% of sales leaders who hit revenue targets have a dedicated sales enablement manager.’
And LinkedIn has published that ‘54% of sellers say sales tools enable them to build trust and close deals with buyers.’
Is sales enablement going to be the magic solution to infinitely increase your sale’s team’s targets? Of course not. But a good sales enablement strategy focused on some clear outputs, will drive better best practices and increased sales execution.
These outputs include: