Sales Enablement: Which solutions to choose and why? Zolux Case Study

By Frédéric Poulet

In Training, Hardware, Mobile Sales Enablement, Sales Optimization

What is Sales Enablement?

Sales Enablement is a strategic, cross-functional approach designed to increase an organization's sales results and productivity by providing integrated presentation content (e.g., sales pitches), training and coaching services to salespeople and sales managers throughout the customer's buying journey, using technology.

This definition was originally established by CSO Insights

Mainly initiated and used by the Sales and Marketing Departments, Sales Enablement can also be of interest to the various other departments of the organization.

Indeed, beyond the promotion of digital "Sales Book", the related uses are multiple:

• Onboarding and ongoing training programs for salespeople
• Creation of sales presentations in line with the marketing strategy
• Ownership and implementation of the strategy by the sales management itself (e.g. sales managers)
• Animation and commercial communications
• Cross-cutting communication
• Management of sales tools and user best practices
• Measure and report on the level of ownership of sales training
• Analysis of the uses and sales paths in appointments to adapt its strategy

At Salesapps, we are convinced that a Sales Enablement application (PC, tablets and smartphones) for sales forces, meets the new needs of sales organizations in every respect.

We can even measure a REX (return on experience) and a ROI (return on investment)

Which solution to choose for Sales Enablement? 

Above all, the technical solution must be able to correspond and respond to the needs coordinated between the general management, the marketing management and the sales management.

It is therefore necessary to think about the tree structure of the sales paths and document spaces, to define the user groups and profiles, the elements that can be administered, and to identify the owners of the information to be shared even before pushing the content under ergonomic aspects.

It is also recommended to identify the level of possible and desirable interfacing with any CRM in place.

As for the tool itself, it will have to be produced:

• intuitive interfaces
• customizable interfaces (with the company's colors)
• contextualized sales paths,
• a scalable application to adapt to the expectations of the teams over time
• an application that works on and especially offline

Sales Enablement: the "Zolux" Case Study 

Salesapps presents here a return of experience, which you can find the complete testimony in the form of a Webinar here: https://urlz.fr/bXSb

Presentation of the Zolux case 

Reminder of the context before the implementation of the Sales Enablement solution Salesapps:

ZOLUX, a French family business (80 years old), is the French leader in the distribution of pet products through specialized networks (excluding pet food and supermarkets):

• 600 new products per year.
• 50 sales reps.
• Printing of new products (marketing) and sending them every Thursday by mail.
• Beautiful modern presentations but in an old-fashioned catalog.
• Very complicated to classify by family (dogs, cats, birds, etc.).
• OP sheets every month (complicated to store by central).

In short, there was a great deal of information to disseminate, which could be overwhelming for sales reps.

Numerical feedback on Sales Enablement at Zolux

After the implementation of the Sales Enablement solution Salesapps, Sébastien Verquin, Sales Director at Zolux, shares with us his feedback and the convincing results obtained:

• A quick takeover of the application by the sales team with a daily usage rate of 77% and 100% on a weekly basis
• Better information flow, better control of offers by the teams and personalization of content at the point of sale
• A Reduction of the print budget by 90%, i.e. a savings of 50K€ per year per year over the year)
• A very significant improvement in the read rate of emails and content shared with customers from 20 to 70%.
• A reduction of the preparation time for customer appointments (divided by 4)

Salesapps, a true Sales Enablement solution

For more information, our teams are at your disposal to help you audit your needs, define optimized sales paths and develop a strategy for implementing your Sales Enablement solution for your organization.