Sales Enablement -Top Trends for 2011
With technology improving every day and newer tools emerging into the market, sales enablement may be the best sales optimization strategy to adopt. Sales enablement is simply the process of strengthening the sales team with strategic client oriented insights and information to ensure greater sales wins. There are different tools, processes and methodologies used for sales enablement. Providing your sales team with such a sales enablement platform gives sellers access to the right sales resources and information.
The year 2011 will shape up to be a transformative one for sales enablement as there will be significant rethinking on how sales enablement is integrated into organizations. Several trends that point to transformation are:
Sales Experience Takes Precedence – In the past, the focus on sales relationships like consultative selling, VIP selling, etc., was the predominant driver in sales. Sales enablement will call for the development of buyer demands for an experimental interface with sales rather than a sole focus on the sales relationship.
Buying Experience Reinvented – Organizations in 2011 will focus on reinventing the buying experience. It may be just the beginning of companies adapting to changing buyer behavior. Sales enablement will require adaptation to these variations with new methods, tools and systems that will well suit buyer behavior.
Enhancing Sales Expertise – Sales enablement will need to enhance the level of expertise in sales organizations as buyers will demand more subject matter expertise to acquire innovative solutions. Problem solving, assessment and contextual solution creation relevant to the buyer will become essential. There will be an enhancement in the ability to map to buyer processes and enhance sales with mapping perspectives and tools.
Adopting Evolving Systems and Tools – Existing systems and tools ought to evolve from static methods into dynamic methods. It will be imperative for marketing to provide rich dynamic context in flexible forms oriented to the buyer’s perspective, which will in turn increase sales and the buyer experience.
Improving Buyer Engagement – Sales enablement will allow an improvement in the buying experience on the whole by dedicating a focus on deeper understanding of buyers and developing engagement capabilities with buyers. Many channels will augment demands for training and new tools to support new forms and channels of engagement.
Many organizations will see a turning point in sales enablement for the year 2011 as there will be a need to acclimatize to changing buyer behaviors and expectations. Businesses will need to provide product training that is less focused on the features and more on the benefits. And it is this realization that will enable them to implement product and process training to facilitate their salespeople to improve sales productivity.
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