In France, only 43% of companies consider their Marketing and Sales departments to be aligned (CMIT 2022 study). This figure is slightly higher than in 2021. The relationship [...]
B2B sales continue to evolve, offering new opportunities to companies that know how to adapt. Attracting and retaining sales reps customers, adapting to increasingly complex sales, [...]
Des formats inédits pour booster vos échanges toute l’année ! Networkez et rencontrez vos pairs autour de 3 formats : Live, Évènement et Meetup de l’Excellence Commerciale. Pour rejoindre la […]
Sales Enablement is a growing discipline. While the function is fully embodied in the U.S. and U.K., it is beginning to catch up and gain momentum [...]
Marketing departments, regardless of strategy, continue to face rapidly changing B2B buying behaviors, with more empowered and informed buyers, and competition [...]
Retour sur la cérémonie mémorable des Trophées ActionCO 2022 Le Palmarès des Lauréats a été dévoilé hier soir ! Cette soirée met en lumière les meilleures initiatives commerciales de cette […]
The Marketing Day was back for a 9th edition with the theme "desire, a driving force for marketing". A day rich in testimonies where more than 40 speakers gathered to [...]
When we talk about Sales Enablement, we tend to highlight mainly the benefits related to the sales force. What about the marketing side? How does it [...]
For the 8th edition of the International Marketing & Sales Meetings, the BtoB community gathered for three days in an exceptional and exotic setting in Marrakech to highlight the new challenges facing the [...]
Réussir son alignement vente & marketing est une étape clé pour ceux qui souhaitent améliorer leurs performances commerciales. Si les bonnes intentions sont là, la réalité du terrain est bien souvent […]
The digital transformation has profoundly changed companies. It has been accompanied by the creation of digital tools that have revolutionized communication, collaboration, sharing and content management. [...]
What are the decisive criteria to take into account when equipping your sales force with a high-performance Sales Enablement application? Discover 5 criteria on which you should [...]
What are the decisive criteria to consider when equipping your sales force with a high-performance Sales Enablement application? Discover 5 criteria on which you should absolutely evaluate a Sales Enablement solution before making a decision.
What is a Sales Enablement application?
Sales Enablement refers to the strategy of continuously aligning marketing and sales. The aim is to increase a company's sales performance by equipping sales teams with the tools they need (technology, content, training) to consistently meet their customers' needs. It is estimated that a company's sales increase by 5% to 20% after one year's use of a Sales Enablement application. The Salesapps application works on all environments: IOS, Mac Os, Android and Windows 10. Salesapps is available on Tablet, Smartphone and PC.
1 - Customization | an application that grows with your needs
Every company is unique, with its own specific goals and working methods. Each company has its own personal approach to sales, which the Sales Enablement application must naturally reflect. So a successful Sales Enablement application is first and foremost one that can be fully customized and upgraded to meet customer needs. Every aspect of the tool is designed according to the company's wishes: front office, back office, document publishing, images, videos. It's no longer up to the company to adapt to the tool, but for the tool to adapt to the company and its user.
2 - Ergonomics | a simple, effective interface to make salespeople's work easier
An application must be easy to understand and use. A simple, effective interface is all that's needed to make sales reps's work easier. It's important to remember that not all sales reps users are digital natives. Adaptation to these salespeople must also be considered. In short, there's no point in producing a "gadget" application that will confuse sales reps more than it will help them. What's more, the information the salesperson is looking for must be accessible in less than three clicks. The aim is to make it easy for sales reps to access the content they'll be using on a regular basis.
3 - Flexibility | an application that adapts to user habits
We should add the idea that a high-performance tool is one that anticipates future movements. If it provides a personalized service in the moment, it must also remain efficient and up-to-date over time. Business, sales techniques and the profiles of sales reps evolve, and the tool must be able to adapt to these changes. This is why every tool must be able to provide results on the use of the application, both in the short and long term.
Thanks to this data, the tool can perfect itself according to the usage habits it observes, and fully adapt to its users. For example, the marketing & sales department can analyze the number of times a piece of content is used. If this number is below average, the question arises as to whether the sales person needs to be re-trained on the subject. If this number is above average, we can ask whether the sales rep needs to be re-trained on the subject. This may also be an opportunity to improve the content in question.
4 - Unified data | easier data collection and information delivery
Finally, given the multiplicity of tools available on the sales reps market, a high-performance Sales Enablement application must simplify the salesperson's workstation and unify data collection. Today, data comes from a myriad of different sources, and collecting it is not always easy. The Sales Enablement tool makes it easier to centralize your data and make it more accessible to your sales reps.
With real-time data synchronization, professionals no longer have to be entirely dependent on IT departments. They can now conduct missions independently. Technological developments have enabled us to move from a static model that simply references data to a dynamic model where data is collected in real time. The time saving is considerable and the users' needs are better satisfied.
Our customers save time before and after appointments. On average, "we're seeing a 45-minute saving on the preparation time for an appointment at sales reps" says Hervé Carette, Innovation Project Manager at EDF. This time saving concerns both the reduction in preparation time and the time saved afterwards, as sales reps no longer have to fill in their CRM by hand, nor send the elements discussed during the appointment. An ROI that can only be achieved by coupling your CRM with a Sales Enablement application.
5 - The KPIs used to manage your business and optimize your sales performance
Thanks to sales performance indicators, the company has an idea of its most profitable activities. As a result, it can judge for itself the efficiency of its sales department. It can then implement the necessary measures to promote growth. The sales reps indicators generally provided by CRM software publishers are essential for gathering information on a number of core elements of the company. They measure, calculate, analyze and target a company's strengths and weaknesses. A CRM has certain limitations that can prevent a company from improving its sales performance. These include unreliable data feedback. Then there's the lack of tracking of information presented during a customer meeting, and the lack of automation of tasks to save sales reps time. This is where Sales Enablement comes in!
Finally, centralizing your KPI's with a Sales Enablement application will enable your Sales Managers to analyze, at their level, the best practices of your sales teams. This will help them make better decisions. What KPIs can a Sales Enablement application measure on a daily basis?
Monthly and daily usage rate
Contents consulted by the sales teams
User path in customers
Number of shares per content
Read rate of shared content (customers and prospects)
