3 years ago
April 7, 2021

A Cross-Functional Strategy: 4 Reasons Why Sales Enablement Is More Important Than Ever

Sales organizations want their reps to produce at optimal levels. You want your team to meet their quotas and metrics day after day, and week after week. But in order…

Rhys Metler

Sales organizations want their reps to produce at optimal levels. You want your team to meet their quotas and metrics day after day, and week after week. But in order to do this, you need to provide them with the tools and resources to do their job. The greater support they have, the better results they will achieve.

Organizations can provide their team with the resources they need using an effective sales enablement strategy. Here we’ll define sales engagement and outline some key reasons why is it so important today.

What Is Sales Enablement?

At its core, sales enablement is a simple strategy. Give your people what they need to do their jobs. It is the process of giving your sales team access to what they need in order to meet their sales quotas, performance metrics, and to close more deals.

HubSpot provides a definition of sales enablement:

“Sales enablement is the iterative process of providing your business’s sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.”

Why Sales Enablement Is Important

The pandemic has put a lot of pressure on salespeople to perform. Given the unique and ever-changing circumstances of COVID-19, sales enablement is more important than ever. Here are some reasons why:

  • It will help get things back up to speed post-pandemic: Companies need to be well-positioned for when the economy opens back up. Sales teams need to have access to the resources they need to hit the ground running when the time comes. Expect increased competition. Companies that can be agile and offer flexible solutions will thrive.
  • It allows managers to best support their reps: A significant part of a sales manager’s role is to offer support to their reps. Without the right resources, they can struggle to provide the critical support reps need to improve performance and become better reps. Provide your managers with the skills and training they need to be able to pass this knowledge down to the sales team.
  • Sales is increasingly competitive and complex: Customers are savvy, solutions are more detailed and specific, and the sales process is more challenging than ever. There are new variables to consider, buyers are not as easily persuaded, and there is more competition than ever. The sales teams with the best training and resources will be in the best position to win and close more.
  • Continuity: The sales landscape is ever-changing. Companies need to be agile and make use of the data and strategies available to them. Sales enablement helps your company stay modern and up to date with the latest trends.

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Rhys Metler

Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.