Today’s post is by Mark Stralka, founder and CEO of Mobile Locker, a global sales enablement platform. Mobile Locker facilitates seamless and frictionless collaboration between sales and marketing. The platform also delivers trade show "lead to pipeline" conversion with unprecedented velocity. Connect with him on LinkedIn.
Sales enablement has been around for decades. Still, it’s often misunderstood.
Take a minute to answer the following questions to find out if your perceptions about sales enablement are fact or fiction.
FACT or FICTION? A typical sales enablement program improves sales by approximately 10 percent in the first year.
FICTION: Sales enablement is a proven way to increase sales. The actual level depends on your current situation, what changes you decide to make, and your team’s commitment to sales enablement.
The typical effort more than pays for itself in increased efficiency and productivity within a few months. Improvements will continue over time – leading to better sales results year over year for as long as you maintain a disciplined sales enablement program.
Want to learn more? Download “The Sales Enablement 6-Pack.”
FACT or FICTION? Sales and marketing process improvements are the top drivers of sales enablement success.
FICTION: Training is an equally important contributor to the success of sales enablement initiatives. Educating reps and other employees – giving them the knowledge they need to do their jobs better – is the fuel that drives the leading programs.
FACT or FICTION? Sales enablement breaks down the barriers between sales and marketing.
FACT: (Even though you may think it’s impossible to bring the frenemies together!)
A sales enablement program and system makes it easy for marketers to develop and distribute sales content – and for salespeople to use it. The system is a central hub where both groups can monitor content usage, communicate about it, and determine its effectiveness.
It eliminates the issue of each team using its own systems and depending on different sources of data to track success. It encourages the use of common language that brings people together to work toward common goals.
FACT or FICTION? Sales enablement software works best on a computer and is less effective on other devices.
FICTION(ish): Many old-school sales enablement systems are cumbersome and work best on computers and laptops connected to the Internet. The latest, however, are optimized to work on any device – laptop, tablet, or smartphone – any place, any time, with or without Wi-Fi.
This makes them a great asset for reps who often find themselves in challenging sales situations where they may be called on to use a smartphone, tablet, laptop, or all three. If you haven’t checked out sales enablement solutions lately, you owe it to yourself to take a fresh look.
FACT or FICTION? A sales enablement solution will replace all the other tools sales and marketing teams currently use.
FICTION: Think about a sales enablement system as a hub that will integrate seamlessly with everything you’re currently using, including your CRM, contact management software, email system, and more. There should be no need to change anything. It will simply enhance what you’re already using and make things more effective.
FACT or FICTION? A sales enablement system is something you “grow into.”
FICTION: While it’s always a good idea to plan for tomorrow, you should never pay for software functionality you may never use. Even worse, doing so could confuse and frustrate people who have to work with a too-complex system. This often leads to abandonment.
It’s smarter to invest in a sales enablement solution that’s right for you now, is scalable so it can grow with your business in the future, and lets you add features and functionality when you’re ready for them.
FACT or FICTION? Sales enablement systems are difficult to customize.
FICTION: While a lot of well-known sales enablement software is out-of-the-box, there are other alternatives. Mobile Locker’s app is an example of one that can be customized quickly, easily, and cost-effectively to meet the needs of virtually any business.
FACT or FICTION? Sales enablement is about process, not data.
FICTION: It’s true that a sales enablement program will improve your sales and marketing processes and procedures. However, modern sales enablement technology takes things to the next level by providing you with easy access to data about the effectiveness of your sales process, team, and collateral. You’ll also gain invaluable insights about the people in your customer base.
FACT or FICTION? A sales enablement program and system is hard to implement.
FACT(ish): Like any worthwhile endeavor, starting a sales enablement program takes time and effort. Once it’s up and running, you’ll gain efficiencies that will make it easier for you to do your job while generating better results. Businesses find the short-term trade-off completely worth it.
Once you establish a sales enablement program, implementing a modern system is simple. Salespeople and marketers can be up and running and using it in a few hours.
Want to learn more facts about sales enablement? Contact the friendly experts at Mobile Locker to get answers to all your questions.