Marketing works their creative magic in order to provide more leads to the sales department. This is when you have to make sure the sales reps are working smarter instead of harder. Sales enablement is a prime focus of many businesses and there are several ways for you to use tools so your sales team is making the most of leads being handed off by marketing and closing more deals.
Sales & Marketing Alignment
It's critical for sales and marketing to work closely with one another to achieve the revenue and growth goals of the business. Marketing should be helping to create the various materials that the sales team needs to close deals. This means that sales has to communicate what they need, so that relevant material is created in a consistent manner and valuable sales resource is not taken up creating PowerPoint decks and proposal documents. Sales needs to provide feedback to marketing what is working and what's not so that marketing knows how to adjust their campaigns in the future.
With poor alignment, marketing effort is wasted, and the sales team don't have exactly what they need to close deals.
No rugby team would ever go out into a match without a plan of action.
You need to spend the time to develop a sales playbook. This will ensure that there is a standardised process for everyone to follow. Your sales approach is going to be different than any other business – and your sales team needs to know this in order to deliver the unique value proposition to the leads that they visit or speak with.
Top performing sales reps know how to use internal resources, close high value orders, have a great sales playbook and consistently hit their numbers
It makes sense to learn from these superstars, capture that knowledge and implement best practices to ensure that all sales reps have a chance to hit quota. Collaborative tools should used so reps can share what has (and hasn't) worked for them.
There are also the product guides – the very essence of what a sales rep is out there for. Not all leads are going to buy the same thing. If your reps don't have full product guides, they don't have a way to capture every possible sale. They also have no way of up selling when there is the opportunity.
The product guide should be part of the overall collateral that is given to a rep. It needs to be up-to-date and made a part of the playbook. This way, you are giving your rep the tools he or she needs to close a sale rather than prolonging the lead any further.
Sales enablement is a simple but powerful concept. However, not all companies are making it easy for their sales reps to actually sell because of not providing them with enough tools. You will be able to see more sales once you start enabling your sales teams with more information and more convenience.
Learn more about sales enablement today by contacting Intellegentia today.