
How Sales Enablement Helps Your Team Generate More Revenue
Sales enablement is the continuous process of providing sales teams with the skills, resources, and coaching they need to improve their performance.
Imagine you’re baking a cake. The directions say you need to add one teaspoon of baking powder. What happens if you miss adding baking powder altogether? You’ll end up with a pancake and not a fluffy delicious cake. What happens if you add too much baking powder? The batter could rise so high and spill over the pan, catch on fire from the oven and ultimately ruin the cake.
Recipes exist so you can have a proven outcome. If you follow the cake recipe from start to finish religiously, you will end up with the same cake at the end. It will look, smell, and taste exactly the same. You could make one cake or 100. The end result is the same in cooking as it is in sales. Follow the sales process steps exactly and you’ll end up with predictable sales results. This is the reason sales training is such a critical component of business strategy. The better trained the salespeople are at executing on the sales process, the faster an organization will grow their revenue.
Before you can design a sales plan for your organization, you will need to clearly understand the 7 steps of the sales process and how they relate to what your sales team will experience along their path to finding and closing business.
The 7 steps of the sales process are:
These steps could vary slightly depending on the type of industry and offering but, generally speaking, they all follow the same sales cycle.
The modern selling world is innovating incredibly fast. Now it’s possible to learn what words and key phrases translate in the best outcome with your clients. This information, or revenue intelligence, is accelerating the growth of skills and sales performance. This sort of information can only exist within a company that creates a culture of learning involving regular sales training. That’s a culture where everyone from the executive level, down to the person starting their first day on the job, all care equally about skill set improvement.
One of the organizations piloting the revenue intelligence revolution is Gong. Match that type of technology with an organization that values getting better every day and you’ll be on your way to rapid sales growth.
Related post: How Sales Enablement Helps Your Team
See related: Sales Training: Your learning path to sales success
Sales enablement is the continuous process of providing sales teams with the skills, resources, and coaching they need to improve their performance.
Sales training is the process of developing a salesperson’s skill sets from one measurable level to the next with the goal to improve sales performance.
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In the first bonus sales training episode of the In Between Sales Calls Podcast, Jason Scoggins shares a practical tip on how you can go the extra mile in sales and improve your results in your sales career.