The whole concept of sales enablement has great relevance in the whole world of sales and marketing. An organization which plans the sales enablement strategy in the best possible way will be much more data-driven in comparison to traditional methods of selling. The selling process is considered to be a very hard process and requires convincing the prospects as well as consumers at each point of time. So, the organizations very will require proper sales enablement software so that they can record the key sales metrics very easily and can have access to the percentages reports to set the goals of department and overall organization as well.
Following are some of the must-have features which a particular sales enablement system should have:
-It should provide proper insights for analytics: A lot of organizations spend a great amount of time and effort into training the employees but in case they are unable to measure those efforts then the whole process is not worth it. So, here comes the importance of sales enablement platform that will help to provide detailed analytics for each of the Sales metrics and will also help to provide a proper understanding of the effectiveness of training programs. When the organizations and people at top management will have access to data and insights from these platforms then they can make the decisions which are highly driven by data and help to improve sales initiatives so that overall goals are very well achieved. In these performance indicators can be very well implemented and this can be measured in a great way. It will also help to justify and predict time and money undertaken on a single representative so that inefficiencies can be reduced and productivity can be improved.
–The feature of onboarding management: The sales enablement platform will help to provide complete knowledge about training programs and the onboarding process. The process of boarding is considered to be a great challenge for various organizations but the whole system becomes very easy when an organization implements the sales enablement systems. This implementation will help in improving the learning as well as testing procedures. It will also ensure that communication among the people and authorities is very much productive so that turnover costs are reduced. It will also help in enhancing the coaching with the help of leveraging of the right tools and empowering the representatives so that areas of improvement can be identified.
-The feature of gamification: Sales enablement systems should also provide gamification procedures along with continuous training. Introduction of this feature into sales enablement applications will help in converting the boring tasks into highly enjoyable ones which will help in motivating the sales representatives so that they can develop their skills. Through this feature, all the teams will be able to encourage friendly competition and introduce real-life scenarios in the whole concept. The gamification will also help in adding the social element in the overall process so that communication is very much open among the sales representatives and the authorities. This concept can be utilized in the onboarding procedures along with consistency element so that continuous training can be provided and there is the fine-tuning of the skills to achieve the overall goals collaboratively.
– It will help in automating the workflows: The undertaking of collaboration and accountability is considered to be a great struggle for several organizations. But if the organizations implement the sales enablement applications with the help of automated workflow then the whole system can become highly accountable. In this way, the sales managers will be able to offer a quantitative as well as qualitative feedback to the sales representatives. It will help in the removal of the manual setting of reminders and will streamline the overall workflow as well as procedure. Ultimately it will help in providing seamless feedback between the managers and team members. Automating the workflows will help in motivating both managers as well as authorities so that they put in the required hard work and there will be complete transparency throughout the process so that everything is clear about who is to take what type of action.
-It will help in managing the programs: The program management concept will help in achieving the strategic initiatives and goes very well. Several kinds of complex projects involve different teams and implementation of sales enablement applications will help in achieving the coordination element between all of them. In this way, there will be proper collaboration and each of the project managers will be responsible for removing the blocks from the overall process. With the program management Feature, all the program managers can relieve some of the stress by creating the structuring programmes and managing the collaborators but the overall implementation of sales enablement will help in automating the communication and will establish clear systems in an organization.
-The feature of content management: The implementation of sales enablement systems will help to provide a variety of content throughout the sale cycle which will ultimately help in improving the skills of sales representatives. A strong sales enablement tool will always help the teams to track how the content has been utilized and what are the benefits achieved from that particular content with the help of fine-tuning of all the strategies. When such things will be trained properly people will be using the content of organizations so that overall goals are very well achieved.
-The governance feature: Sales enablement programmes also have several kinds of moving components. So, to operate under complete confidence the organizations must use all the resources effectively by minimizing the wastage levels. The governance feature in the sales enablement systems will help to make sure that resources are optimally utilized and workflow, as well as coaching, is highly simplified.
Hence, at the time of implementation of sales enablement platform, the organizations must look for above-mentioned features so that that particular organization can reach new heights. Hence, the sales enablement platform is considered to be a revolution in the whole world of Sales and marketing.