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 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 (instead of guessing) whether reps are ready
…and much more.
One example: sales enablement leaders should have a good grasp on key terminology, so that they better understand how to help reps sell more effectively. This includes knowing the difference between sales enablement and sales readiness:
Sales readiness is continuously equipping reps with the skills and knowledge needed 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.
Sales enablement means different things to different companies and encompasses a broader set of activities, such as sales asset management. 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 definition factors in the most important responsibilities of the enablement function, including sales readiness and content management, and tie them together through technology.
Download a free copy of our eBook for 14 tips that you can put to good use today!