Sales technology has seen explosive growth over the last few years. As the sales technology landscape continues to transform, it’s important to understand the different types of tools sales leaders can use to empower their teams—and how those tools work.
When it comes to assembling a sales tech stack to help reps succeed, many sales leaders are investing in tools that enable reps’ performance during each stage of the sales pipeline.
As a sales enablement best practice—the best place to start is by mapping out the entire sales process before selecting software. Consider every engagement a customer has with the company or the sales rep—from pre-sale to post-sale—in order to map the customer’s sales journey.
Once you’ve defined your company’s sales lifecycle, it’s time to ensure the right tools are included in your tech stack. The technology that reps use has the potential to rapidly extend the impact of your sales enablement plan. By streamlining or eliminating actions that add little value or require more thought results in greater efficiency and effectiveness. In addition, sales enablement platforms are powerful tools to increase rep performance. These systems help teams deliver the right message at the right time in order to engage prospects and move them towards closing the deal. Here are five products to include in any sales enablement strategy:
Content Management Platforms
What it is: Content management platforms automatically provide and deliver the content reps need, just when they need it. These platforms organize, store, and publish sales enablement content quickly and effectively.
Why it matters: Ideally, content platforms allow reps to transform chaotic content into manageable assets that nurture prospects and drive revenue. Platforms like Accent Technologies place sales enablement materials—such as case studies, product feature info, and other marketing-created items—into an easily-accessible library for reps. Rather than spending time searching for the right materials, reps are automatically enabled with targeted content based on buyers’ needs—driving a quicker sales process.
“Salespeople spend up to 30% of their day building or finding content.” – Aberdeen Group
Document Management Tools
What it is: Document management tools enable sales teams to communicate effectively with customers across the entire sales pipeline. This system offers sales teams a quick and seamless method to send prospects proposals and contracts, receive online signatures, and integrate with billing platforms—streamlining the payment set-up process.
Why it matters: Document management tools make creating, sharing, signing, and storing documents a scalable and well-organized process. These tools establish a simple contract policy for every sales rep to follow. Additionally, cloud-based tools like Octiv allow reps to access documents from anywhere, at any time. The streamlined document process optimizes reps’ time and enables them to work on closing a higher volume of deals—faster—instead of spending time creating, sending, and organizing documents.
“Document challenges account for 21.3% loss in sales rep productivity.” – Business.com
Partner Relationship Management Software
What it is: Partner relationship management (PRM) software allows companies to optimize their relationships with business partners including contractors, distributors, resellers, and service providers. Comprehensive PRM software incorporates, manages, and creates a strong relationship with third-party partners who represent your brand.
Why it matters: PRM software enables sales teams to understand what programs, policies, and processes are working—and what needs to be changed to drive better performance and increase partner satisfaction. This type of software also enhances visibility and collaboration between a sales team and their partners, in order to develop and execute integrated campaigns that deliver qualified leads. PRM software, such as Oracle, gives sales teams control of every part of the partner-focused sales process in order to better execute strategy, expand revenue, and increase reach.
“Close to 70% the buying decision is made before a customer decides to engage with a potential vendor to purchase.” –Logicbay
Scheduling and Appointment-Setting Tools
What it is: Whether you’re setting appointments for prospects or current customers, you need to have the right tools in place. Scheduling and appointment-setting tools give reps the ability to manage a high volume of meetings, connect customer profiles with calendars and tasks, and pass appointment data to team members.
Why it matters: Scheduling and managing appointments is a critical step in the lead generation and revenue process. These systems enable reps to focus on the actual sale rather than the tasks—like managing meetings—that clutter their time. Tools such as Calendly integrate calendars to confirm appointment times and meeting places for everyone involved. Additionally, these tools equip reps to report back on closed deals, appointment quality, rescheduling needs, and required follow-up after meetings.
“Businesses waste 4.8 hours a week scheduling meetings.” – Doodle
Team Learning Software
What it is: Team learning software—often called a learning management system—is a platform that manages sales team training. Learning software helps a team capture proven sales strategies and reinforce best practices as lessons for the entire team. Team learning software also empowers leaders to accelerate rep performance and close more deals.
Why it matters: Team learning software plays a pivotal role in a sales team’s tech stack. Learning software like Lessonly delivers enablement content that brings new reps up-to-speed faster and shortens the sales cycle. Online training software measures the business impact of team learning and propels sales reps towards more prospects, demos, and closed deals. This software integrates with other software in your tech stack, like Salesforce, for streamlined training that positively impacts sales reps—and your entire organization.
“High-performing sales teams are twice as likely to provide ongoing training as low-performing ones.” – Hubspot
From small to big companies, everyone has access to sales enablement solutions, but it’s important to choose the solutions perfectly tailored to your needs and sales process. Sales enablement tools directly impact the bottom line of your business—increase rep performance and moving the sales journey forward. With sales enablement software that enhances processes, tools, collaborations, and guidance to enable your reps for sales success.
Add Lessonly to your sales enablement software vendor list
Lessonly is a modern, learner-first software that helps sales teams deliver enablement content, engage partners, and provide training. Companies like Classy use Lessonly to build interactive training content—resulting in a functional and enabled sales team. Consider adding Lessonly to your tech stack if you’d like to do better work. We’d love to show you around—take a tour today.