Sales Enablement
Empowering Teams & Transforming Performance
What is sales enablement? How does it really affect your business? As CRM specialists, StormSpace can advise you on a bespoke sales enablement programme that will help you grow your business, but first, let’s unpack what this all means.
Sales enablement is a business strategy that incorporates relevant tools, information, and training aimed at equipping your sales team with the resources needed to be more effective. There’s really no limit to what you can include in your sales enablement approach, so long as it provides your team with what they need to convert leads into sales.
When correctly employed, particularly through the support of a CRM specialist who can take this concept from buzzword to business growth, the results of sales enablement are remarkable.
Without sales enablement, your team is likely to be less effective and will struggle to reach their targets, thus compromising business growth. But when everything that could help counts as sales enablement, how do you deliberately create an intuitive strategy that helps your sales team do their job more effectively?
When we help customers to develop their customised sales enablement strategy, our approach looks at strategy, tools, training, and testing, among other key features.
Small Firms looking to establish new clients & pipeline growth.
Larger Firms looking to increase opportunities, lead flow and revenue.
Entrepreneurs & Start up’s looking to hit the ground running.
PHASE ONE
STRATEGY
Sales Enablement Strategy
It all starts with strategy – one that is intentionally designed to bring everyone in the company on board to create an internal culture of closing, and to increase predictable sales results through the implementation of intuitive enablement services. We ensure that these specific services are selected according to their business type, growth objectives, and importantly, their customers’ ideal journey through the sales funnel.
PHASE TWO
TOOLS
Sales Enablement Tools
An invaluable part of this strategy are the tools that you choose. Any tools that are included in your sales enablement programme must serve both your internal and external customers. Namely, your internal customers are your employees who must be able to understand and use the tools at their disposal to win more business. Simultaneously, these tools must also focus on the customer, supporting their needs regardless of where they are in your sales funnel.
This necessitates using true and accurate CRM data as a cornerstone to provide your team with a laser focus on who your customers are, what they need, when they need it, and how they best consume information so that they can act effectively and successfully.
PHASE THREE
PERFORMANCE
Sales Enablement Performance
The use of tools, software, and the very approach itself must be explained through ongoing performance training to make sure that your team knows what resources are available, what their purpose is, and importantly, how to use them to their full advantage. Too often we see wasted capital on software and marketing collateral that employees don’t understand, don’t use, and don’t believe in. Even the best CRM tools are useless, for all the good they are capable of, if your teams won’t take advantage of them. That’s why training and readily available, supportive content is of the utmost importance to realise potential and drive performance.
PHASE FOUR
TESTING
Sales Enablement Testing
It’s essential to track the use of the tools and content made available to the team through regular reporting, not just to verify the usage and buy-in by employees but to make sure that what you’ve implemented is working. This enables you to explore the need for further training, tweaks to the systems, and even adding assets as your team adapts and improves.
CRMCode™
High Growth CRM Programs
We believe that a CRM is the backbone to your business growth. Our programs are designed to help you implement the strategy, tools and processes that drive more efficient client acquisition. Each module of our CRM Code programs are designed with your target audience in mind, so that you always have the information you need to hand at each stage of the customer journey.