The global Sales Enablement Platform market was valued at USD 4.02 Billion and is expected to grow at CAGR 15.08% till 2030. One of the major challenges for the industries is to continuously keep their salesforce up to date with relevant product knowledge and skills while maintaining their motivation and confidence. This is of utmost importance since it directly affects the revenue, profit and growth of the organization. By keeping the front-line sales reps as the core focus, organizations can improve win rates, get more accurate forecasts and create differentiation through consistent sales talks, among other things.
So how can a modern sales enablement tool and sales gamification intervene and aid in the achievement of these goals?
- Traditional sales training programs hardly lead to long-term retention and results as there is no continuous reinforcement post the program. The hectic nature of a sales representative’s job along with decreasing engagement levels come in the way. For this reason, virtual or self-paced sales training delivered on mobile via microlearning, and gamification can bring about convenience, easy access and regular reinforcement of the learnings captured
- Another emerging theme is the need to juice out more productivity among the front line and instil a frugal, ‘do more with less’ mentality. For an already overburdened sales rep, the prospect of high velocity sales, more meetings, remote selling and ‘invisible customer conversations can prove daunting.
A sales enablement tool is a type of software designed to help sales teams be more effective and efficient in their roles. These tools provide resources, data, and features that assist in various stages of the sales process, from prospecting to closing deals. It is a strategic process of equipping the sales teams with right tools and guidance to have meaningful conversations with customers at every stage of the purchase life cycle.
Key Features in Sales Enablement Tools That Maximise Sales Productivity
Content Consolidation & Management
Sales enablement tools provide a centralized platform where all sales content such as playbooks, brochures, leaflets, case studies, pitch decks, whitepapers, microlearning modules, competitor comparisons, FAQs can be stored and accessed by the team. It helps the sales team to find the right material quickly especially during customer conversations. Many sales enablement tools offer analytics features that track how content is being used. This data can reveal which materials are most effective, how often they are accessed, and how they impact sales performance, allowing for better content strategy and optimization. Sales enablement tools facilitate the easy updating and distribution of content. When a document is updated, the changes are reflected across the platform, ensuring consistency and accuracy without the need for manual redistribution.
Onboarding
Onboarding is often a time-consuming experience and can last anywhere from 4 to 6 weeks for a new sales hire. As industries move towards digitizing more customer experiences and making them seamless and self-paced, it is time for sales leaders to take a cue from sales enablement tools and revamp new sales onboarding.
With virtual hiring becoming more commonplace, the need to re-imagine traditional classroom and even virtual sales onboarding has become more important. A newly imagined onboarding experience with sales enablement tools can enable acceleration of new hire ramp-up time by addressing six pressure points:
- Higher retention and confidence to sell products or solutions
- Sustaining engagement during the sales onboarding experience
- Generating more actionable data points
- Enhancing decision-making skills and capture real-world challenges
- Setting goals and rewarding progress
- Reducing trainer intervention and doubling down on field observation
Performance Analytics
Sales enablement tools often provide benchmarks for individual sales rep performance, enabling managers to compare performance across the team and identify top performers as well as those who may need additional support. Analytics helps the managers to make data driven decisions based on what is working and what needs to be improved. Analytics with sales enablement tools can track how customers interact with sales materials, such as open rates, clicks, and document views. This helps understand what resonates with prospects and how they engage with content.
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Governance
Levelling up to certify reps on industry compliance, drive digital platform adoption and process adherence. Sales enablement leaders are evolving the use of sales enablement tools and practices to train and certify the field force on mandatory regulatory certifications such as FDA regulations (Pharma) or general insurance and life insurance. As sales reps are on the move, it is easier to complete mandatory compliance trainings on mobile phone (sales enablement tools are available on phone) and avoid any deviations.
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Feedback Mechanism
Sales enablement tools often include feedback mechanisms that allow users to report issues or suggest improvements related to content uploaded and performance. This helps in continuously refining policies and processes. Regular updates and reviews of the features within the sales enablement tool ensure that it remains effective in addressing evolving salesforce requirements. In-built surveys and forms can also capture real-time feedback of sales reps. Ratings on the microlearning modules provide actionable insights into their usefulness and relevance. Sales enablement tools ensure alignment across functions – sales, marketing, training.
Sales enablement tools can significantly improve business productivity by enhancing collaboration, improving content management and actionable insights. They reduce time spent on administrative tasks, ensure that sales representatives are equipped with the latest and most relevant information, and foster a culture of continuous improvement through improved sales processes.
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Master-O®, a frontline sales readiness and gamification platform, has powered several sales enablement & frontline readiness programs for enterprise customers and been a key driver of sales strategies for leaders across industries. To make capability development, sales enablement & engagement more personalized, Master-O® empowers sales managers tap into various data points and analytics for coaching & upskilling their frontline reps. This gives sales leaders and managers much-required objective perspective to reimagine their sales coaching, capability development & enablement approach and realign it with performance metrics.
To learn more about Master-O®, please visit masteroapp.com or schedule a demo to discover how Master-O® can redefine sales readiness & frontline capability development for your organization.