Managers in inside sales organizations are continuously evaluating the amount of effort their team is applying in cracking a deal. But with the ongoing process 9+of evaluation they have failed to understand the true worth of a sales leader. They are often confused between a sales leader and a sales performer. There can be a situation when the sales guy is performing just for completing his quota and there can also be a situation when the salesperson has to strategically think and overcome the objections as a leader for taking bold decisions. Sales performer can be molded into a leader by providing them with effective guidance and training towards the art of smart selling.
In order to build a troop of sales leaders, organizations these days are focusing more on achieving qualitative inputs rather than just tasting the outcome. Sales enablement is one of the functions that most of the organizations are using these days for transforming sales performers into sales leaders. Hence, ensuring that they have the required knowledge, skills, processes and behaviors to optimize every interaction with customers.
Sales enablement is:
> Process, practices, technologies and sales enablement tools that improves the performance and productivity of sales organizations.
> Enhances the ability of sales team to increase revenue via sales.
>Drives revenue by directly impacting sales teams’ ability to close more deals.
The below infographic by Demand Metric highlights the need for sales enablement and how it is effecting the sales organizations: