In the cut-throat business today, organizations have taken up an enthusiastic and aggressive approach to generating more revenue. However, 1/3 of sales reps happen to meet or exceed quota. It has become imperative to adopt modern sales tools like sales enablement software to ensure better sales.

Businesses all over the world are adopting sales enablement strategies to ensure growth and sales. One needs to keep up with the latest trends to survive and thrive in the competitive market. How to know that your business needs a sales enablement tool or strategy?

Read on below and know the top indicators that your business needs a sales enablement solution:

Longer Onboarding Time for New Reps

The purpose of onboarding is to assist the sales rep in getting in the flow fast. However, it takes about 6 7 months and a considerable amount of money in recruiting and onboard new hires. Usually, all the training is forgotten in weeks’ time.

When a business has the top sales enablement tools in place, a company can reduce the ramp-up duration by 30-40%. Also, they can improve productivity, lessen errors, and increase job satisfaction. Sales tools like Content Camel help the sales team with proper sales guidance and content to make sales. This way, the sales team learns quickly and gets equipped with all the knowledge needed to make the sales.

Sales Team Fails to Advance a Sale

When a prospect is stuck at a certain stage, it is highly unlikely that he would advance and proceed with sales. The main reason is that the prospect is in no hurry to make a purchase. It is up to the sales rep to convince and compel the prospect that he needs your product/service.

Sales enablement tools provide content that the sales team can use effectively to keep the prospects engaged. Also, it guides the sales team on how they can move from one step to another. With proper coaching and training materials that are easy, accessible sales reps get trained for any sales situation.

Low Productivity Levels

One of the main challenges that businesses face is low productivity. The productivity of the sales team, high or low, directly impacts the revenue. One of the main reasons for that is that a lot of time is spent on repetitive and unproductive tasks that can be spent selling. A sales rep spends less than 1/3 of time selling.

Automating certain processes will save time so it can be utilized in carrying out core selling activities. On average, 19% of a sales rep’s time is consumed by searching for content. Using top sales enablement tools facilitates in automation of the process and recommends great content to the sales rep making them save about 2 hours every day.

One-size-fit-all Approach

Buyers today expect a customized individual purchase process that effectively addresses their priorities. One must know their audience and how they can proceed with the sales process that is both relevant and offers value. Unfortunately, more than 40% of sales representatives are unsuccessful in this. 

When it comes to personalization, it has to go beyond using the prospect’s name and logo in your presentation. One should use a metrics-based approach that is relevant, effective content, messaging, and sales strategy using factors like the type of company and the stage of the purchase process. Sales enablement tools use predictive analytics and are capable of recommending winning content as well as strategy according to the sales situation that facilitates a personalized buying experience.

Not Using Marketing Content

90% of marketing content and resources are never used. Also, the failure of the sales team in finding or leveraging internal resources leads to 88% of missed opportunities. With 30% of the day spent finding or creating content to send to prospects, the sales team suffers a lot. Both sales and marketing department has to work as a team. When these departments operate as separate entities, it creates issues. Both sales and marketing teams should work side by side or it leads to missed opportunities and lost revenues.

Content impacts about 95% of B2B deals. So, the sales rep must know what content to use and when. An effective sales enablement tool like Content Camel utilizes real-time data and establishes what content shall be most effective for generating better revenue. It is a reliable Seismic alternative at a better price.

Can you relate to the above points? If yes, it is time to get yourself a sales enablement tool.