How to Assess Sales Readiness
You rely on your sales team to “bridge the gap” between leads and conversions—but in order for your sales team to be the most effective, they need to demonstrate sales readiness. But, “what is sales readiness,” you ask? Specifically, sales readiness refers to an employee’s ability to draw on the skills and knowledge needed to communicate throughout every stage of a buyer’s journey.
To better understand what sales readiness is, it’s also important to understand what it’s not. All too often, the terms “sales readiness” and “sales enablement” are used interchangeably. However, while enablement focuses more on sales results, readiness places more of the emphasis on preparing employees to be effective at each stage of the sales process.
Sales readiness also involves careful evaluation and assessment of each member of your salesforce to ensure that they are, in fact, capable of guiding buyers through their respective journeys. After all, just because you provide all of the “right” sales training to your team doesn’t necessarily mean that they’ll be ready to apply that training in a real-world scenario.
In this sense, it can be helpful to consider sales readiness an important component of sales enablement—but the two are hardly interchangeable. By having a true understanding of why sales readiness matters and how you can evaluate the readiness of your own sales team, your organization can enjoy such benefits as increased revenue, more valuable metrics/insights, and much more.
Why is Sales Readiness Important?
Now that you have a better understanding of what sales readiness entails, why does it matter? There are actually a handful of ways in which certifying your staff for sales readiness can help your business.
One of the most important outcomes of sales readiness training is an increase in revenue at your organization. Why? Because simply put, practice translates into revenue. 92% of leaders at $1 billion companies go out of their way to measure both qualitative and quantitative factors of their sales team’s growth. If you’re not already taking the time to assess your employees for sales readiness and truly prepare them for success, you could be leaving a lot of money on the table.
And with sales readiness and sales training software, you can get your employees “sales-ready” 62% faster so you can begin reaping the benefits sooner rather than later.
Enjoy insights and metrics for improvement
The right sales readiness software can also provide you with some valuable insights and metrics that you can use to improve your sales training and the way you do business. With the specific metrics provided by your sales readiness platform, you can identify and address potential weaknesses in your sales training programs. Likewise, you can track individual employee progress to get a better feel for who could use a little more focused attention versus who is excelling.
Tools like Lessonly’s sales readiness software makes it easy to get all the insights you need in a comprehensive, streamlined platform. With this information, you can better refine your training and improve results.
Improve communication between sales teams and prospects
One of the most common areas of sales training where employees struggle is in communicating effectively with prospects. At the same time, teaching sales staff how to talk to prospects isn’t easy because each sale is completely unique; there is no “one-size-fits-all” approach.
With a sales readiness platform, you can provide staff with the experience and training they need to more confidently communicate with leads. Meanwhile, the more personalized approach afforded by sales readiness training makes it possible to work on communication with each member of the sales team.
Boost rep engagement and retention
Sales staff are more likely to be engaged in their work when they feel like they’re receiving the proper training, tools, and resources they need to be successful. When you go beyond basic sales training to include sales readiness assessment and personalized coaching, you’re showing your employees first-hand that you’re invested in their success. As a result, you can boost employee morale and possibly even increase retention. It’s a win-win for everybody!