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Sales Enablement is an approach to continuous improvement, both in terms of sales performance and business organization optimization, and has a lasting and profound impact. Its implementation leads to greater creativity in the organization of the sales function in the broadest sense, including field sales forces, sedentary sales reps , indirect sales, and also operational marketing. The problem is that many organizations are still organized in the same way: sales on one side, marketing on the other. As is often the case, silos create frustration. Some don't feel heard, others don't feel understood. Sales Enablement breaks down this barrier and accelerates synergies to create value.
A team effort
Building and developing a Sales Enablement strategy is a team effort that can be implemented in small steps. You're not building a nuclear reactor. You don't need hundreds of consultations with dozens of different departments and complex committees to navigate. By its nature, Mobile Sales Enablement is agile and easily deployed in all types of structures, in line with existing constraints. Usage statistics will guide you in improving your tool. It is a quiet revolution that will infuse your organization. A virtuous circle that generates value.
By reconnecting marketing and sales, you ensure the right reflexes in prioritizing documents and future usage. This collaboration will not only create new reflexes in your organization, but it will also build a healthy sales enablement strategy.
Centralized and more efficient content management
90% of marketing materials are not used by sales reps.
Sales Enablement provides a sustainable solution to this unfortunate situation. Dematerialization allows for unparalleled fluidity in the existing workflow: all documents are accessible on all devices, with or without an Internet connection. Updates are instantaneous and user group management offers unique customization in the way tools are used. By tailoring content and tools to the real needs of users in the field, they feel more listened to, more involved and have the right information, at the right time, on the right device.
On the user side, feedback is in real time. Marketing knows exactly what works and what needs to be adjusted. Data from the field is quickly fed back and usage is much more efficient, because it is fully optimized.
Shortening of the sales cycle and new dynamics
With better productivity and an adapted tool, your sales forces work better and more efficiently. They feed information back to marketing, communicate more spontaneously and are involved in optimizing the sales journey. Marketing knows exactly what is happening in the field, can adapt accordingly and work in a continuous flow. Marketing and sales finally meet the best of both worlds to become one.
No more walls between the two, and shared constraints. No more "they don't understand anything..."or "we never get the right sales aids on time...". This new dynamic helps shorten the sales cycle, as sales reps spend more time doing their job - selling - and no longer waste time creating presentations, searching for information or waiting for customer data.
Effective two-way communication
Integrated natively into a Mobile Sales Enablement application, communication tools allow you to work in total confidence and transparency. The tool's interface, accessible by all, regardless of the type of tablet, phone or knowledge of these technologies, has been specially designed to meet the needs of your organization. This customization is essential to get the right information and share it with the appropriate department.
On the other hand, notifications alert users of an update or a new feature at any time. There is no risk of forgetting in a complete tool, tailor-made to make sales and marketing work together.
The relationship between the sales and marketing departments is often complicated. Between the field specialists and the data experts, we talk to each other, but we don't always understand each other. They are on the same team, but they don't pass the ball. Here, Sales Enablement shuffles the deck and offers a radically different approach. An innovation that could change your life and put you ahead of your competitors.
If you liked this article, please download our white paper: "KPI & ROI of Sales Enablement" and contact us.
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