These days, there are many different definitions of “sales enablement” floating around out. In general, however, most people can agree that sales enablement refers to the materials and methods used to create a customized sales experience for both employee and customer. Sales enablement can include training tools, content management platforms, and anything in between. Essentially, if it enables the sale and/or sales team, it qualifies.
Today, sales enablement is a hot topic among many businesses. In fact, it’s difficult to imagine a world without sales enablement. How would things be different without it? Read on to find out 5 ugly realities without sales enablement.
1. Uninformed and disconnected customers
Without sales enablement, you can bet that customers would find themselves feeling disconnected and uninformed. As a result, sales would suffer. After all, today’s consumers want to be up-to-date on all special sales, promotions, and other happenings within their favorite companies.
Without sales enablement techniques, however, customers would have no way of knowing about product updates and other important information.
2. Lack of resources for sales teams
Sales enablement is vital when it comes to providing salespeople with the resources they need to make sales.
Resources that these team members need include:
- updates on new products
- the ability to deliver information easily to customers
Without these kinds of resources, making a sale can be nearly impossible, even for an experienced sales person.
3. Overall failings in company communication
Another great benefit that comes with sales enablement is better communication within the company. However, without the tools that are needed to enable sales, there is an overall lack of communication within the company itself. This is true not only among the sales team, but among supervision and management as well.
4. No personalized customer experience
Today’s customers expect to be given 100% of a salesperson’s time and attention; otherwise, they’ll be inclined to go elsewhere for their needs. Therefore, sales enablement techniques need to incorporate tools that allow salespeople to customize their sales experience with a customer. By providing them with a truly one-to-one experience, they’ll be more likely to make the sale and to satisfy the customer in the process.
5. Decreased sales revenue
Without sales enablement, businesses would suffer in terms of their revenue. It doesn’t take a rocket scientist to figure out that fewer sales leads to less profits for any company. Fortunately, businesses that implement a dedicated and well researched sales enablement strategy will tend to enjoy the greatest financial success and customer satisfaction in the long run.
See how companies use Lessonly to enable their sales team here.
Image source: Giphy