What is Sales Enablement?
The term sales enablement is thrown around a lot these days. In the past week alone, you’ve probably heard it or seen it more times than you can count. Despite being used so much, it’s actually not very well understood. If you really want to support your sales reps and give them what they need to perform more effectively, it’s important to have a firm grasp on what sales enablement is and how to harness it.
What Sales Enablement is Not
First and foremost, sales enablement is not customer relationship management (CRM). These two often get confused as they regularly appear in front of the word tool or software. But CRM has more to do with data capture and lead scoring than anything else. CRM tools can help sales reps close deals, it’s true, but that doesn’t mean they help reps do it efficiently or effectively.
Second, sales enablement is not content management. Yes, the sales team needs to have all of the right files organized and available to them. However, the idea of sales enablement takes it one step further than just dropping files into folders. Instead, sales enablement is about making those documents accessible to reps when, where and how they need them.
Prepare for Everything, Even the Curveballs
At its core, sales enablement is making sure reps perform well and look good in any situation. They should be prepared for any meeting, even if something goes awry or a question comes out of left field. And what happens if there’s no Internet connection? Unfortunately, because a lot of sales programs rely on the Internet, reps can quickly find themselves in embarrassing situations. Sales enablement tools, on the other hand, keep reps ready no matter what.
So what are sales enablement tools and how do they work? Let’s look at StorySlab. StorySlab can be accessed anywhere, anytime and doesn’t require an Internet connection or any external hookups. It works on any device or operating system for go-anywhere functionality. The information reps need is already available, so they don’t have to waste time bundling files. Your team can simply go into StorySlab and jump right on a call. Because they’re so prepared, they can achieve a higher level of client interaction even with those initial meetings, and get to closing faster than they otherwise would.
Avoid Awkward Moments and Missed Opportunities
If you expect a high-performing sales team, you have to give them high-performing tools. That’s why sales enablement has been on the tip of everyone’s tongue and why it will be for time to come. To learn more about putting sales enablement technology to work for your reps, explore all that StorySlab has to offer and see what sales enablement looks like for your organization.