As leaders in the sales enablement space, it’s our responsibility to stay abreast of the latest sales trends and research. SiriusDecisions’ 2020 Sales Enablement Study provides an invaluable insight into how sales reps view enablement technology. Specifically, 72% of respondents to their survey ranked enablement technology as either “very important” or “extremely important” for achieving sales quota – a result that is both encouraging and unsurprising.
72% of Sales Reps View Enablement Technology as Key
This figure is significant for several reasons. The first is that it suggests that sales reps understand the value of enablement technology. They understand that having the right tools can drive growth and that failing to equip them with those tools can negatively impact sales performance. Such a realization is powerful and encouraging.
The second is that these findings show just how important it is for sales leaders to ensure their reps have access to the best enablement technology on the market. This is especially true in a world that is increasingly technology-driven and hypercompetitive. Sales reps need every advantage they can get and the right enablement technology can give them that advantage.
Finally, the fact that a significant majority of sales reps view enablement technology as highly important is a testament to its power. In a business environment that is constantly evolving, enablement technology is one of those essential elements of success that can help drive sales growth.
As sales enablement leaders, it is our responsibility to serve as advocates for sales reps and provide them with the best tools possible. By ensuring they have access to robust enablement technology, we can help them succeed and ensure their success is part of our success.Sales enablement technology is becoming increasingly important for sales reps to achieve their quotas. To ensure reps have access to the best enablement tools, there are a few tactics and strategies to consider.
A few tactics to think about are:
• Investing in the right technology: Investing in the right technology is essential for sales reps to be successful. It’s important to research and evaluate the different sales enablement tools available to determine which ones are best suited for your team.
• Training and onboarding: Training and onboarding are key to ensure reps are using the technology correctly and efficiently. It’s important to provide reps with the necessary training and onboarding to ensure they are comfortable and confident with the technology.
• Utilizing data: Utilizing data is essential to ensure reps are making the best decisions. Data can be used to track performance, identify trends, and make informed decisions.
• Automation: Automation can help streamline processes and make it easier for reps to access the information they need. Automation can also help reduce manual tasks and free up time for reps to focus on more important tasks.
• Collaboration: Collaboration is key to ensure reps are working together and sharing information. Collaboration tools can help reps stay connected and share information quickly and easily.
Some strategic advantages to gain are:
• Increased efficiency: By investing in the right technology and utilizing automation, reps can become more efficient and productive. This can help them close more deals and reach their quotas faster.
• Improved customer experience: By utilizing data and collaboration tools, reps can provide a better customer experience. This can help build trust and loyalty with customers, leading to more sales.
• Increased sales: By investing in the right technology and utilizing automation, reps can increase their sales. Automation can help streamline processes and make it easier for reps to access the information they need, leading to more sales.
• Improved team performance: By providing training and onboarding, reps can become more comfortable and confident with the technology. This can help improve team performance and lead to better results.
By investing in the right technology, providing training and onboarding, utilizing data, utilizing automation, and collaborating, sales reps can gain a number of strategic advantages. These advantages can help reps become more efficient, provide a better customer experience, increase sales, and improve team performance.