sales enablement

Publish by: Sagar Pradhan (Growth Marketer, Awarathon)
Publish on: 5th Aug 2021

Many businesses might still be confused between the whole sales readiness vs sales enablement debacle. And while both can bring positive results to your business, sales readiness is different from sales enablement. It is also different from sales training. By learning how sales readiness works and how it can impact your business. It might just be the key you need to better prepare your sales team.

For one, sales readiness covers everything your sales reps need to be better prepared for their job—from data analysis, assessment, training, and coaching. Meanwhile, sales enablement refers to strategies designed to increase sales results and productivity. It leverages resources such as content, tools, and knowledge to help sell your products and services to customers.

So read on to find out more on how sales readiness can affect your business.

1. Accessible sales training

A huge part of sales readiness is training and coaching. It provides your salespeople with essential knowledge. Basically, on the aspects of how to sell, position, and advertise your products and services to customers and prospects. But most importantly, sales readiness means making sure that this type of information is readily available to anyone who needs it.

Investing in sales readiness software can provide your team with seamless access to internal training manuals and documentation. For example, we at Awarathon provide video-roleplay functionality so your sales reps can put lessons and training into practice. Through sales readiness, your sales team will always have access to crucial information such as the latest product spec sheets, talking points, company background, and product roadmaps.

2. Boost engagement with sales team

Engagement is key to making sure your sales team is always prepared. This means keeping regular communication of events and updates about the company and its products and services. Through sales readiness programs such as coaching and webinars, you can boost engagement with your sales representatives and always keep them in the loop.

Personalize interactions with each individual sales rep by leveraging sales readiness platforms. It can provide you with a variety of tools to spice up training and coaching sessions with your sales team. You can also use it to incorporate interactive gamification elements into your sales readiness programs even when it is done virtually. This will empower your sales reps to stay informed and engaged in a more dynamic manner.

3. Improve relationships with buyers 

The purpose of sales readiness is to prepare your sales representatives for effective engagements with prospects and customers. It does so by providing them with real-time access to the right marketing materials, key talking points, and other relevant information to successfully influence buyers’ choices. But most importantly, sales readiness teaches your sales team how to build better relationships with your buyers.

Sales readiness goes beyond training. It also focuses on coaching your sales team to become better at their job. This helps assess, engage, and reinforce key behaviours, concepts, and skills needed to be adept in sales. It also leverages data analysis and assessment for a more factual and data-driven approach on how best to accommodate buyers’ needs and demands.

4. Better sales metrics

Aside from preparing your sales team, sales readiness can also help you evaluate and measure the effectiveness of each sales representative. It gives you insights into how your members are developing their skills and how they apply them during interactions with buyers. By having a sales readiness checklist, you can have specific metrics to analyze their performance and productivity in the process.

Thankfully, technology allows you to leverage data without doing it manually. The majority of sales readiness software can help you track and monitor information about your sales team in one place. Some can even provide different types of sales metrics to give you an accurate overview of their progress, results, and impact on the company’s growth.

5. Sales process management

Your main goal for adopting sales readiness is to streamline and automate your sales process online post your sales training/coaching. The reason for investing in training, communication, coaching, and data analysis, is to ensure that your sales force is more effective and efficient than ever. This allows them to be more productive by shortening time to achieve their quotas and increasing their close rates. Sales readiness comes in handy and is a perfect fit right exactly for your post-sales training. As it enables your sales reps and teams with a relevant and essential set of feature offerings such as practising sales pitches online, taking up assessments in the form of MCQ and video roleplay, interactive gamification, handling objections and a lot more. 

In addition, it assists sales managers with the required set of reports right from individual to team to holistic levels so that they get a clear picture of the team performance and can identify learning and skill gaps to improve were vital for the team’s growth. Therefore a sales readiness software enables sales teams with process management effortlessly. You can also learn ways to enhance your sales performance.

You can further boost your sales operations by providing your sales team with some knowledge of economics. This will give them a better understanding of how competitive markets work. This will teach them how to set better prices on products and services and create better campaigns. You can also look into economics major salary if you plan to hire someone with expertise in the field.

Ready to take the leap?

As competition in the market grows tighter, more businesses are starting to leverage sales readiness into their processes. In fact, a recent report shows that global demand for sales enablement and sales readiness platforms will rise to 20.2% in the coming years.

So get on with the times and make sure that your sales team is ready. This means certifying whether they have the right skills and knowledge needed to effectively engage with buyers in their journey. To learn more about us or resolve your concerns just email us at info@awarathon.com or fill up our web form – here

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