Sales professionals can be stubborn. They use the same selling strategies for years, and refuse to change their ways. Unfortunately, this can be detrimental to their ongoing success in the industry. Sales is a constantly evolving field. It’s never stagnant, and sales people shouldn’t be stagnant either. When you adapt, you thrive.
Here’s why every sales professional needs sales enablement today.
Buyers are now going through the majority of the sales process on their own, and that’s the way they want it. They want to have control. They want to be in charge of their decision making. They don’t want sales people pushing them and persuading them to buy. They will resist these efforts. Aggressive selling tactics will only push buyers further away now. So it’s time to ditch them.
With sales enablement, sales professionals will be able to learn new—and far more effective—strategies for approaching leads, nurturing prospects, and closing customers. They’ll learn to embrace social selling, how to become thought leaders, how to gain trust in the sales process, and more.
Because the way buyers shop has changed, the way sales professionals sell needs to change, too.
The sales role has changed, and sales people need to adapt in order to stay relevant.
With sales enablement, sales people can learn how to become effective inbound sellers. They’ll learn how to switch their mindset to that of consultant, instead of sales rep. They’ll learn how to become a nurturer. They’ll learn how to deliver value. They’ll learn how to become subject matter experts and thought leaders.
But using technology can make the sales process that much more effective. It can save a dramatic amount of time, leading to more time to sell. It can automate everything, leading to fewer errors. It can track and measure behaviour and activity, which can offer valuable data and intelligence.
The best sale people today take advantage of sales enablement tools and technology. All sales professionals should be using CRM software, email tracking software, and more, in order to be more efficient, effective, and productive.
With sales and marketing alignment, marketers can get the feedback and buyer insights they need to create more effective marketing campaigns and sales people can get the valuable intelligence and data they need to have more effective sales conversations.
Sales enablement can help all sales professionals learn how to communicate and collaborate more effectively with marketers, which will help them boost sales.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.