An increasing number of organizations are investing in sales readiness and enablement to help reps engage buyers more efficiently and effectively. In fact, Forrester Research reports that 42% of B2B firms have bought or plan to buy a sales readiness tool in 2018.
More investment in sales enablement has also created higher expectations, which is perhaps why enablement initiatives only meet “some” expectations for 44.8% of companies, according to CSO Insights.
It's with improvement in mind that we published our exclusive eBook, “14 Hacks to Upgrade Your Sales Enablement Strategy. In it, you’ll find several sales readiness tips to help your reps enter any buyer interaction with competence and confidence, including ideas for:
- Coaching reps with a purpose
- Investing in sales manager enablement
- Assessing sales readiness (instead of guessing)
…and much more. Check out one of our 14 readiness tips below, and download a free copy of our eBook to read the other 13.
Know Your Terminology
What is sales readiness? And how does it differ from sales enablement?
Before you can enable an organization to sell more effectively, it’s important to understand what does and does not constitute sales enablement, and where readiness falls on the spectrum. Sales enablement means different things to different companies. At Brainshark, we’re fans of the CSO Insights definition:
“A strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology.”
This interpretation factors in the most important responsibilities of the enablement function, which include sales readiness and content management, and tie them together through technology.
Sales readiness is being continuously equipped with the skills and knowledge to have meaningful, valuable conversations throughout the buyer’s journey. It is a core component of sales enablement that involves any activity that prepares reps to sell, including sales training, coaching and onboarding. Social selling and learning triggers, such as business transformations, also fall within the readiness and enablement buckets.
Download your free copy below!