Sales enablement tools are a must-have for any sales professional. Not having all the essential tools by your side could waste any sales rep’s valuable time.
If you have been doing sales, then you would know that your time is worth its weight in gold. You cannot spend your time on administrative work or figuring out what to do.
It is found that sales reps only spend 35.2% of their time selling and the remaining time goes on other non-essential activities.
How to overcome this?
Well, making a sale is not easy when you engage yourself with other non-essential activities. The best way to make the most of time and effort is to invest in tools that can make your sales team productive and effective.
Further, sales teams should be trained regularly on the jobs in order to maximize use and adoption of these tools.
The best sales enablement tools will help you to provide incredible customer engagement, enhance business intelligence, understand the sales analytics, optimize the process, and more.
Utilizing the right sales tools could make you realize your Sales enablement strategies and boost overall revenue. Here are a few tools that will make sales and marketing teams easy.
What is a sales enablement tool?
A sales enablement tool is a software or application that helps to improve, accelerate and visualize the sales impact. It helps to connect the content, marketing, and sales cycle.
Sales enablement tools provide detailed insights and help you determine what is working and what is not. It empowers the decision-makers to make data-driven decisions to boost their sales and avert risks.
Why do you need the right tools for sales enablement?
With attention span dropping off and too many applications available in the market, it is becoming difficult for companies to stay competitive.
Businesses have different sales requirements and there is not a single Sales enablement tool that can satisfy all the needs of the organization.
You not only need tools that focus on demand and lead generation but require tools that can help in analytics, training, and management.
The role of a proper Sales enablement tech stack is to reduce administrative tasks that your sales team performs and empower the Sales reps with useful insights to close more deals.
Benefits of Sales enablement solutions
Sales enablement solutions are powerful assets for your organization as they can eliminate the roadblocks and drive your team to achieve success.
It helps to discover new opportunities and acts as a tool that can benefit multiple departments. Below are the top benefits of having a Sales enablement tool-stack:
A. Single source of truth
The power of content is immense especially when your Sales rep is interacting with a prospect for the first time.
A prospect is usually unfamiliar with the product or service that you provide. Even if they are familiar they might be unaware of your product and service. So, sales reps usually share content like comparison charts, feature snippets, case studies, whitepapers, and product videos.
Unfortunately, most organizations do not have a repository of fresh content and as a result, in most cases, the sales rep shares dated content.
Since there is no one central repository the content search might consume several hours which could result in losing a potential customer. Your sales reps should only be focused on selling rather than bothering about where the content might be.
Moreover, if the shared content is not in line with your company's vision then it will only create confusion among your prospects.
Companies need to invest in tools that can help them to have a central content repository where employees from different departments can save the latest content. This way, the Sales professionals will have the latest information and a source that they can rely on.
B. Detailed Analytics
A proper Sales enablement tool helps you to understand several aspects related to sales.
Every prospect is different and a sales rep cannot just estimate their approach, they should have information regarding how to approach a prospect.
Powerful Sales enablement tool will provide in-depth insights on the prospects and where they came from. What they liked before filling the form, how they navigated through different touchpoints, and more.
It will help you to discover different patterns and marketing touchpoints that are helping to close the deals.
C. Sales and Marketing Alignment
Collaboration between the sales and marketing team is necessary for an organization to receive leads and make them into their customers.
But sometimes marketing is unable to judge whether the lead provided by them is handled correctly by the sales team or not. In some cases, the sales team feels like the quality of lead is poor or irrelevant.
At the end of the day, both teams are playing to win and should be on the same page and for that to happen they need transparency.
This can only be done by having a sales enablement solution in place which can act as a single source of truth. From providing customer and sales insights to marketing collateral everything and anything that both teams need should in this central hub.
D. Sales training and onboarding
Onboarding and training are the pillars of a successful Sales team. A growing organization is always hiring new sales reps to bolster its efforts. The business needs to see immediate results but unfortunately, unstructured Sales onboarding and training programs could delay the process.
In some cases, it could lead to employee turnover which eventually costs more to hire a new one. Businesses need sales enablement tools that not only store the content but also provide an interactive learning experience to the new hires.
An interactive learning path would grab the learner's attention from the start and help them get familiar with the sales tech stack in a few days.
The organization can gain insights into how the new Sales reps are using the training and onboarding content. If the engagement is low then they can optimize it for better results.
There are many types of sales enablement tools available in the market but selecting the best sales enablement software is a challenge. We have listed top tools in 4 different categories which help you to get your sales process streamlined.
Sales Analytics tools help you to understand how your sales reps are performing, where they are struggling, and which strategies are failing. Knowing multiple factors like these could help Sales Leaders to manage their efforts effectively and create successful strategies that work for their team.
How it achieves this?
Well, it uncovers the anonymous buying behavior by providing data on what the companies are researching for. This is identified by using the technologies like Machine Learning, AI, and Big Data.
When you combine this data with Salesforce, Marketo, Outreach, and website data, you can recognize new opportunities.
Further, you can set alerts to learn when a customer moves from one stage to another. This helps the sales rep to target a customer with relevant information and keep them engaged throughout their journey.
Knowing at what stage your potential customer is in can help you personalize your approach easily since you have all the relevant data by your side.
In short, with 6Sense you can forecast your customer behavior and approach them in a personalized manner.
Lattice is a performance management software that helps track team performance and efficiency. It assists in providing continuous feedback to an individual employee.
It also has a survey mechanism that enables you to learn about employee engagement. You can set goals and track how it is being achieved, enabling you to have a more mature approach towards completing performance reviews.
It is powered with an analytics tool that helps you to create a high-performing workforce.
By using Lattice, Sales Reps can go through the review and improve their performance while the Sales Manager can understand where their team stands.
This is an important factor that will make your sales team better, productive, and effective is sales training. Some training tools will help you to create, manage, and deliver the training content in the desired format while other tools will help you to learn how your sales reps consume these training materials.
The main objective is to make the sales team better by countering the forgetting curve.
Apty is a powerful Sales enablement training tool to train your Sales professionals on any web-based application. It guides users from one step to the other seamlessly.
Using the in-app guidance solution, Sales reps can be trained from day one. Unlike other training methods, there is no need to spend time training the employees. The employees can learn on the fly by doing their job. This way the valuable time of your organization and Sales professionals is saved.
Apty is a combination of Walkthroughs, Tooltips, In-app Announcements, and Powerful insights generated by using technologies like Machine Learning which makes it a Modern Digital Adoption Platform with full capabilities.
Its analytics tools help you to create customized training content, workflows, and help you to analyze how the Salespeople are using the application like Salesforce or Hubspot. You can provide Microlearning to your employees without bothering them with too much information.
The In-app guidance system can be accessed at any point in time by your Sales reps if they forget anything. There is no risk of losing productivity.
In short, Apty is an end-to-end onboarding and training solution which can maximize the efficiency of your sales team by training them on their job without wasting their time.
Lessonly is a Sales Training Platform that helps you to create, manage, and distribute content across the organization. It helps you to gain insights into the training of your Sales rep. Using the analytics you can identify where they are in their training process.
It helps admins to quickly create a training class without having in-depth knowledge or vast experience in Instructional design. This user-friendly tool makes the life of course creators easy and helps them to understand where the learner stands.
A Training Platform like Lessonly makes things simple for both learners and admins.
Mindtickle is a complete data-driven Sales Enablement Platform that helps Sales professionals through the sales cycle using Gamification, Microlearning, Quizzes, and Structured Learning Path.
It makes your sales professionals ready for their job. On this platform, you can develop, coach, and enhance the performance of your sales team by training them from any location.
Moreover, Mindtickle has this amazing ability to correlate sales capability with business outcomes enabling organizations to know the impact of sales enablement on revenue.
Sales reps can be trained via a Mobile-ready interface which allows microlearning experience that eventually guides them to attain their goals.
To sustain the pressure of sales you need to improve the performance and boost the motivation levels of the team. Well, we have a few such tools that will do just that.
Hoopla enables Sales Managers to create competition, contests, and leaderboards around any CRM metric and project live performance metric throughout the organization via TV, Mobile, and Web.
This boosts measurable gains in team productivity. It helps the manager to keep the spirits of their team high by creating a play-to-win culture. It can easily integrate with any CRM solution like Salesforce.
In short, Hoopla is a Full-stack Performance Management Software that helps you to manage the productivity and performance of employees by motivating them regularly.
SocialChorus is a workforce communication platform that enables companies to work as one. It is a complete communication solution that reaches, aligns, and informs every employee within the organization.
Using this tool companies can share relevant documents, and messages to the right person. It is not like Onedrive where your Sales reps can share information. It is rather an end-to-end content management platform that helps you to see the value of having a centralized hub for sharing information.
In a nutshell, SocialChorus is a platform for managing information efficiently by providing the right info to the right person. It is an ideal tool to bring all your employees on the same page and handle the communication channels in a better way.
LevelEleven is the Sales Activity Management Platform that helps to make your Salespeople as top professionals by providing engagement, performance, and behavioral data. It guides the Salespeople in real-time by helping them to track their performance.
The analytics tools help Sales Managers to create tasks, goals, and activities for the Sales reps and identify where they are struggling.
It is like a gamification tool that trains the Salespeople and by executing their tasks they can learn things that are working or not working.
Based on their performance, the platform recommends key factors that a Sales professional can use to close a deal. It creates a culture of high-performance within the organization.
Must Read: 19 ways to improve work performance
Sales CRM is the be-all-and-end-all of any sales personnel. It is the most important tool in their arsenal. But unfortunately, Salespeople spend over 2/3rd of their time handling their leads, mapping the buyer’s journey, while a CRM is fully capable of taking care of these tasks for them!
A CRM should be flexible enough to allow customization and automation of tasks. Members of your sales team shouldn’t have to spend any unnecessary time on tedious tasks that will generate no revenue.
a. Salesforce CRM
Salesforce needs no introduction since it is one of the widely used CRM platforms.
It is a complete CRM solution with cross-platform integrations which makes the life of any Sales rep easy.
It has a wide range of functionalities that allow you to automate tasks, and customize the platform to accelerate your organizational growth.
It offers Lead and Contact Management, Sales Opportunity Management, Workflow Rules and Automation, Customizable Dashboards and Reports, and Mobile Application.
You can always track where in the buying cycle your customer is and approach the customer based on that. The availability of data from other platforms and the way insights are presented in the dashboard make Salesforce an incredible CRM application that you cannot ignore.
Hubspot is easy to use CRM solution in the market that provides Sales Engagement Tools, Configure-Price-Quote, Lead Data, and good Sales Analytics tool.
Creating sales workflows and email sequences is also an easy task compared to other CRM solutions.
The ability to track customer's calls and emails at any point in the selling cycle is simple. The complete solution of HubSpot provides an end-to-end experience, including the support they offer.
Create Your Sales Enablement ToolkitApty is the best sales enablement tool
Finding an all-in-one sales enablement tool can be challenging, you need a set of tools that can help you overcome the existing challenges and make the life of your sales professionals easy.
Apty is one of the few tools that help you to analyze processes, application usage, create a customized onboarding experience, stitch personalized training content and establish goals that you want to achieve.
Irrespective of where your sales reps are in the training and onboarding journey Apty helps them to be better with the applications that they use and ensure complete adoption. It also focuses on making the sales reps process compliant and helping the organization get relevant data.
FAQs on Sales Enablement
Sales enablement software allows your team to create, manage, and share the content from a central hub and acts as a single source of truth.
Apty, Hoopla, 6Sense and Salesforce are few examples of Sales enablement tools that help to manage and streamline the overall Sales process.
The time of your Sales reps is worth in gold and if they are spending time admin tasks or finsing content then their time is not utilized properly. It is the job of Sales Enablement Director to use tools and methods that can help them more on Sales cycle and less on admin tasks. This is where Sales enablement tools comes in and help organization to empower their Sales reps with customer insights, relevant content, and more.