When it comes to sales enablement, you may feel like you’re doing everything right but not seeing the kinds of results you’d hoped for. For example, you may be great about giving your team new and up-to-date content along different stages of the customer journey and providing them with fresh ideas to convert customers.
But even the best thought-out sales enablement strategies are often missing two crucial features. In our consultations, we see time and time again that it’s not a lack of quality content that’s holding sales teams back from closing more deals. It’s a lack of these two vital points:
Always Accessible Content
At first glance you may think, “my team’s content is always accessible! Documents are in Google, PDFs are in Scribd, there are graphics in Canva and so on. And while that’s a lot more accessible than the information may have been in the past, it’s still a far cry from how accessible it needs to be.
These days, many workers are electing to work remotely (or stay that way if they’ve been that way since COVID). The silver lining of that cloud taught us that workers can be just as, if not more productive, wherever they are. And that “wherever they are” is where the always accessible part of the content comes in.
Your sales team needs to be able to access all content quickly, anytime and anyplace without worrying about whether or not they have the latest login details or where the latest version of the file is. You can use services like Google Drive, Dropbox and others and organize content so that it’s always available, on-demand.
When you do this, you’ll notice that not only will more deals be closed, but the productivity of your team will increase exponentially.
A Continuous Feedback System
In addition to having content easily accessible from anywhere at any time, you also need to know how your sales team is doing. That is, beyond the monthly evaluations or shadowing a handful of calls every month. In order to do better, your team needs a continuous feedback system.
People want to know when they’re doing well, as well as when they could improve. But by the same token, your sales staff likely has ideas for how they can improve the process to be more efficient. Knowing that their feedback to managers and upper-level executives is being heard, considered and acted upon can further enhance their ability to close more deals and secure more clients.
What’s Missing from Your Sales Enablement Strategy?
If you’re ready to take a closer look at your sales enablement strategy and develop new ideas for your team as well as content methods that attract buyers and retain existing customers, reach out to the experts at Workdom. Our knowledgeable experts have the skill-set and the experience to help you leverage a winning strategy. Contact us today to learn more!