Updated: Jul 12, 2022
Sales enablement means offering your sales reps the necessary guidance, resources, and tools to boost their overall proficiency in closing a sale. A sales enablement software boosts the sales team's efficiency by ensuring they access the necessary information to proceed with sales acceleration. This software also helps in sales training, helping them reach out to potential leads, and handle their prospective clients better.
With the many benefits of sales enablement software, you want to be certain to get the right one. Looking at the features integrated into the sales enablement software is the best way to determine which one is the best pick. You can also browse through resources that lists the top competitors among digital employee platforms to discover more tools that can help in the workplace.
What Is Sales Enablement Software?
Sales enablement software is a tool that offers your sales team a centralized place to train and provide data and resources required to assist salespeople to do their jobs more effectively. This software also features necessary optimization and tools to aid your sales team's success, such as content libraries, lead engagement tools, as well as sales and contact management tools.
There are a couple of advantages that sales enablement software has, including:
Monitor your sales team's improvement against the set development goals.
Assist sales reps with easy access to product documentation, training materials, and other content regardless of storage location.
Record essential sales metrics to help managers see an area where coaching is needed to refine the sales team's skills.
It helps with better alignment and visibility between the marketing and sales teams.
Allow for virtual training and micro-learning to teach and strengthen essential skills.
With these features, you can now see why sales enablement software does an excellent job boosting the effectiveness and efficiency of your sales team.
What Are The Key Features of Sales Enablement Software?
There are specific features you must look for in sales enablement software, and here's a look at some of them;
1. Ease of Use
The first thing you'll want to look for in sales enablement software is its ease of use. After all, if your team members can't figure out how to use it, the less likely they'll use it. This is especially important because sales professionals are often pressured to produce results quickly, so they don't have time to spend hours learning how to use a new software program when they could be out there closing deals.
The best tools are intuitive enough that sales reps can learn them quickly, increasing the time they spend working instead of figuring out how to use the software.
When choosing a sales enablement software solution, it's important to look at its scalability as your needs are bound to increase as your business grows. Larger businesses generally require a more comprehensive and robust solution. This is why one vital feature to look for in sales enablement software is its scalability.
As your business grows and your sales team increases in size, you want a tool that can scale with you and adapt as your needs change. Because of this, scalability should be one of the vital features to look for in sales enablement software. With a scalable solution, you'll be able to set up one central platform that can be customized for each of your department's specific needs, depending on their specific goals and objectives.
Sales teams, especially those with many employees, need to be able to access their sales software at any time. In this day and age, there are many different ways of doing so. Sales enablement software helps by making it easy to use on the go through a mobile device as it is on a desktop computer. This means the software should also be easily accessible from any location, whether you're in the office or at home. This way, your sales team can focus on achieving their goals and not on how they'll do it.
Thanks to cloud-based sales enablement software, it's now convenient for salespeople to access their prospecting tools anywhere, as long as they have a stable internet connection. It's also easy for sales managers to monitor their reps' progress with a simple login from their computer or mobile device. Thanks to this, it's easier for them to help with training and troubleshooting.
4. CRM Integration
A customer relationship management (CRM) platform is essential as it allows for easy monitoring of client relationships—making them another vital platform for the success of a business. Because of this, you must only choose sales enablement software that can seamlessly integrate with your CRM platform.
Linking your company's CRM system with the sales enablement software will help your team know what they can offer to prospects based on previous interactions. The sales enablement software that ties into your email marketing and website analytics can also help reps know exactly who's interested in what you've got to offer and when. As a result, it makes it easier for your sales team to tailor their pitch.
A good sales enablement software will also make it easy for reps to share relevant information about your products with their potential clients without spending extra time manually digging through many files. In addition, your sales team needs to keep track of every aspect of their interactions with leads and prospects.
However, they have a lot of information, which can be overwhelming if you're unsure where to put everything. This is how effective sales enablement software integrated with your company's CRM software comes in handy, as it ensures all relevant information is easily accessible to the sales team.
5. In-Depth Tracking Analytics
A sales enablement software should boast in-depth tracking analytics so the customer can see the state of their order and when they should receive it. This allows the customer to review their transaction's status and ensure everything is going as planned, which builds trust between the seller and customer.
When trying to find the right sales enablement software, it's important to review the feature set and ensure that it offers in-depth tracking analytics. These tools are used to keep track of what's happening with your sales pipeline.
With comprehensive sales enablement software, you can track each step of the process and determine whether there are any weaknesses in your strategy or gaps in the process. If something is falling through the cracks, you'll know about it. This prevents you from losing out on prospective opportunities and implementing the necessary steps to improve their conversion rates.
6. Data Protection
It's a given that you should look for exciting features you need in your sales enablement software, but you also need to examine what it has to offer in terms of security. There's a lot of sensitive information that could be exposed if your system gets hacked, including customer data and proprietary information. Data protection is especially crucial now that so many cyberattacks are going on.
This is why if a potential sales enablement software isn't offering data protection, it might be a risky investment. Therefore, it might not be the best choice to get. This is because in the event of a cyber-attack, you'll not be protected, and a significant loss of sensitive information belonging to your clients will be lost. As a result, this will cause a headache for everyone trying to get everything back in order. Data protection software will help ensure that cyberattacks don't happen and that your company is protected.
7. Align Marketing And Sales
Every company has sales and marketing teams, but these teams will not always get along well. Salespeople generally want to work directly with customers to make a sale, and they don't want to be distracted from their goals by having to sift through a lot of extraneous information. On the other hand, marketing folks often have great ideas for bringing in more business, but they're not always able to connect them with specific sales leads or opportunities.
This is where the sales enablement software comes in to try and bridge the gap between the sales and marketing team to ensure they're on the same page. Salespeople have a lot of power to drive revenue, as do marketers. But if these two teams don't work together, it's like having two well-equipped teams on separate fields during a football game.
A reliable sales engagement tool will help these two teams start working together by creating a unified unit that's looking to accomplish a common goal. This allows for these two teams to create engaging and exciting content that boosts their chances of gaining potential leads.
8. Mobile Friendliness
Another feature to look for in sales enablement software is whether it's mobile-friendly. This means that the sales enablement tool needs to be optimized for the small screen, such as your smartphone or tablet. After all, this is where most salespeople spend their time rather than sitting at a computer all day. Remember, they're out in the world, on the road, on a plane, in a taxi, waiting for a meeting to start, and don't have time to pull out their laptop all the time to see the latest update.
With this in mind, you must make sure the sales enablement software you’re considering is mobile-friendly. Some questions that can help you determine this include:
Can your sales team access information from their phones?
Can the salespeople create and edit documents from their phones?
Can they search for information from their phones?
Can they navigate easily between apps on their phones?
If the answer to these questions is a resounding yes, then it's clear you've found the best sales enablement software for your team.
You should try your best to improve your sales team's overall efficiency, and a great way to do this is by taking advantage of technological innovation such as sales enablement software. However, sales enablement tools aren't the same, and there are certain key features you need to look for to help pick out a reliable option. This guide has detailed all the vital features to look for.