Top 16 Sales Enablement Solutions

This white paper narrows down the fuzzy definitions of “sales enablement” and offers an analysis of technology solutions for the enterprise.

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(white paper excerpt)

Guide Top 16 Sales Enablement Solutions for the Enterprise

Table of Contents

Introduction ………………………………………………………. 3
How Seismic Sees This Space Evolving ………………… 4-5
Sales Enablement Solutions ………………………………… 6-21
Effectiveness and Efficiency Quadrant …………………. 22
Final Thoughts ………………………………………………….. 23

INTRODUCTION

Five years ago, nobody had heard of the term “sales enablement” and almost nobody had a sales enablement job title. Today, there are over 90,000 people on LinkedIn with “sales enablement” in their job title and the vast majority are director or VP level.

So where did sales enablement come from? Sales enablement has evolved from a tactical process where various departmental elements (specifically marketing, but also product marketing and sales operations) independently create materials to “enable” the sales team to meet a specific need in their sales cycle – product sheets, case studies or customer information. There was usually limited communication and coordination between the departments, and it was unclear who owned the process – sales or marketing.

Now, sales enablement has evolved into a functional arena within many companies as a more defined and formalized approach to augment the sales team. It can be measured by the following operating criteria:

  1. Rep onboarding: How quickly reps can be trained and begin full quota-carrying activities.
  2. Time efficiency: How reps can spend more selling. The average rep only spends 35 percent of their time actually selling.
  3. Continuing education: Ensuring reps are knowledgeable about new products and brand messaging.
  4. Customer knowledge: CRM software, the most popular being Salesforce, gives reps valuable insight into any customer account.
  5. Cycle acceleration: Activities that shorten the sales cycle, which can range from marketing automation to turnaround time on contracts.
  6. Content delivery: The lynchpin to sales enablement, being able to deliver the right sales materials at the right time on any device to ensure the one-on-one experience occurs in a repeatable way.

Regardless of your company’s definition, at its core sales enablement is about developing solutions that help increase sales reps’ efficiency and effectiveness. So what is the next step for sales enablement and where do we go from here?

HOW SEISMIC SEES THE SPACE EVOLVING

We believe that the sales enablement space is becoming even more strategic. According to Forrester, sales enablement needs to transform into a holistic, customer-problem-focused approach. It emphasizes that in order to have a successful sales enablement program, companies need to break down the walls between departments and develop a team that works across the traditional boundaries and reporting levels. We agree.

We see sales enablement as a cross-functional component of the organization that has a holistic approach to planning, executing and delivering assets, education, technology and information to all client-facing employees.

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 top 16 sales enablement solutions

 

 

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