5 Ways Sales Enablement Apps Increase Efficiency
Summary: Lost productivity impacts your bottom line. It can also cause irreparable damage to your company’s culture. Learn how sales enablement solutions can improve efficiency and protect your brand’s reputation.
High-performance sales teams use mobile apps in ways that their less-effective counterparts have not yet discovered. This is often because they have uncovered misalignment between sales and marketing teams that causes serious inefficiencies, and were proactive in solving their issues.
Left unresolved, the ineffectiveness leads to frustration, a toxic work culture, and lost productivity.
It’s not just a gut feeling.
Studies also show that decreased efficiency can cost up 10% or more of revenue per year in B2B industries. Protecting your company culture and bottom line hinges on finding a solution to this problem. Learn how sales enablement applications can come to your rescue.
1.Onboard Your Team Quickly
Research from CSO Insights states that 71% of companies take 6 months or longer to onboard sales employees. More than 30% of those companies say their onboarding exceeds 9 months. That means that it can take more than 9 months for new reps to close their first sale. That doesn’t exactly shout “efficiency.”
By utilizing technology and streamlining the onboarding process, you can get your team up and running faster. In fact, research by the Aberdeen Group shows that companies are 58% more effective at finding, training, and retaining talent when they successfully deploy a sales enablement tool.
2. Shorten the Sales Cycle
Sales enablement tools boost internal productivity by turning complex product information into easily accessible sales collateral.
This transformation of information allows salespeople to deliver the right message at the right time to prospects.
Don’t get caught saying, “I’ll have to get back to you with that” on a sales call. That’s an out-of-date and irresponsible sales practice.
Rather, by leveraging sales enablement tools you are able to say “Here is the information you requested. Here is another cool product you might want to consider?”
More specifically, sales enablement software allows your team to:
- See recommended products to match a customer’s purchasing habits
- Provide real-time demos
- Have access to the latest product information with the click of a button
- Use tracking to know what your customers look at, and what you need to do to close the deal
When salespeople are on message, they can convert leads and close opportunities faster. A shorter sales cycle means that a salesperson can work (and close!) more deals in each period.
3. Improve Your Team’s Access to Product Knowledge
One of the major grinds between marketing and sales is the ability— or lack thereof— to communicate with each other.
Sales productivity is often marketing’s responsibility, however, we can all do a better job of eliminating inefficiencies, especially when it comes to sharing collateral and providing easy access to marketing information.
In order to streamline the message, and improve efficiency, your sales team needs better insight, which is exactly what a sales enablement application aims to provide..
4. Streamline Administrative Work
We recently wrote about a top sales’ rep who abruptly left his job even though his sales performance was strong.
He told us, “I killed my number this year, [sales] management hated me because I was lousy at completing the-ever growing list of admin stuff and I need time to sell!”
Sales enablement tools allow organizations to streamline administrative processes that take your sales team away from the field, for example:
- Sync sales teams with Document Asset Management systems or ERPs to make updating your team’s mobile sales tools automated
- Embed forms and surveys into apps and map them directly a CRM so your sales team can eliminate time spent entering data manually again from paper forms or spreadsheets
Improving your sales productivity and efficiency isn’t rocket science, it’s about finding ways to let your sales team do what they do best — sell.
5. Measure True Sales-Based ROI
The metrics you collect are only as good as the technology used to track and measure them. And collecting strong data is the only way to form executable, efficient selling motions and track sales-based ROI.
A strong sales-enablement tool should detail stats like:
- Content usage
- Customer engagement
- Revenue influence analytics
Aberdeen reports that when companies have excellent successful sales enablement programs they are 2.2 times more effective at linking sales actions to revenue and able to develop stronger user journey maps, creating sales efficiency.
Internal efficiency can have a positive impact on your bottom line. By introducing a sales-enablement solution to your team’s toolkit, you can increase internal communication and improve productivity.