Sales enablement can have a significant impact on a company. With every interaction, sales reps need to know everything about your product, service, customers, and more. By tapping into the power of sales enablement tools, reps can quickly become experts, close more deals, and Do Better Work. This blog series offers an in-depth look at enablement tools and how they can empower reps to increase productivity throughout the sales process. Let’s dive in.
When it comes to efficiently educating your sales team, how are you doing? Are there certain topics or processes that your team could be better educated on in order to do better work? In any sales role, information on products and sales processes is constantly changing. That’s why it’s crucial to provide your sales team with training to keep sales reps up to speed on changing information around the sales process and sales funnel.
Here are five steps you can take in 2019 to better educate your sales team:
Implement enablement tools
Whether it’s a CRM or an LMS, it’s crucial to look at your team and define their needs when exploring enablement tool options. A world without enablement tools is typically messy, unorganized, and outdated. Make 2019 the year you finally make the switch to a world full of enablement tools. It’ll result in a sale team that stays aligned, learns, practices, and does better work.
Better define the sales process
The sales process for Lessonly SDRs is constantly changing. Our team regularly has conversations about what’s working, not working, and what needs to change. Implementing a clearly defined sales process that is the same across the board is bound to increase sales activity. Before diving into 2019, take a look at what could be improved with your sales process and find a way to quickly share these changes with your sales team so they can be ready to win in the new year.
Set sales activity goals
It’s also important to set sales activity goals that are equal across the board for the entire sales team. For example, as an SDR at Lessonly, I’m expected to hit my sales activity goal of a set number of activities that span across calls and emails. Without setting a measurable goal for reps to hit, it’s not clearly defined what is expected of them. But, with a sales activity goal, sales reps can be consistent and know what’s always expected of them.
Provide adequate training and coaching
Continuous training and coaching in any sales role promote learning and growth. If a rep needs to practice cold-calling, have their sales manager coach them through better messaging or prospecting. There is always an opportunity to be better trained and coached in areas where reps think they can improve.
Understand prospects and customers
When reps think about the prospect or customer’s world during an interaction will most likely result in a win. At my team’s weekly sync meeting, my manager picks a prospect out where we then try to understand their world. When we look into this prospect, we ask ourselves questions like, “What does this person care about?”. “What is currently on their plate?” And, “What do we know about them?” When we take the time to practice these scenarios and really understand the prospect, we’re more likely to do the same in real-life interactions. This process also allows me to find better prospects and write messages that truly resonate with them.
The upcoming year is a great time to go out with the old and in with the new. Instead of using the same sales processes and training programs, use these five steps for sales success in 2019.
World-class sales teams use Lessonly to Do Better Work
Lessonly is powerfully simple online training and enablement software that helps sales teams learn, practice, and perform like never before. Managers and trainers create intuitive lessons for every sales scenario. The results? Better training, happier employees, and more closed deals. Learn more, and demo Lessonly today.