Sales Enablement is one of the most important components of Modern Selling that helps bring an increase in sales and marketing productivity. It requires planning, forecasting and an understanding of your customers and their problems.

Independent research has shown that a 10% increase in sales productivity, a 25% increase in marketing productivity, and improved onboarding times of 25% can be attributed to Modern Selling and the Sales and Revenue Enablement process. The impact on increased productivity makes Sales and Revenue Enablement a critical function of Modern Selling.

IMG is a Showpad integration partner and companies like Showpad have been at the forefront of Sales and Revenue Enablement for the past decade. Showpad’s Enablement technology helps sales and marketing teams to get the jump on Modern Selling techniques and prepare them for meetings with new prospects and existing customers.

The game is all about increased productivity and your ROI. Sales content management, readiness, effectiveness and buyer engagement are all part of the Modern Selling Experience. By using these Revenue Enablement techniques, you can expect to see a marked increase in productivity.

IMG is a great team to work with! Highly knowledgeable and capable of meeting a variety of needs. I thoroughly enjoyed working with them.

– James Boyd, CEO, Treasure.CO

By using the tools of Sales Enablement, teams are able to sell the way buyers want to buy. By bridging the gap between sales and marketing, and creating one centralized location that allows sellers to discover and present on-brand content through visually engaging experiences.

Sellers can focus on selling rather than searching for content and preparing for meetings. Finding the most relevant content up front on the home screen with recommendations based on content chosen by marketing and A-I driven search and filtering, allows sellers to quickly find the content they need to drive any deal forward.

Anthony Van Der Stede, a Sales Manager at Renewi says, “We wanted to be more digital, as a pioneer in the market. Showpad got us there…it energizes our sales reps. Now they feel like they have what they need to make an impact…Showpad gives Renewi greater control over content, leading to a 10% sales spike.”

Sales productivity is improved in the way sales people and prospects interact with your content. Content usage data also helps salespeople to sell intelligently, and make decisions based on usage and revenue data.

Sales Enablement is “a strategic ongoing process that equips client facing employees to consistently and systematically have a valuable conversation with the right customer stakeholders at each stage of the customer problem-solving life-cycles,” as defined by Forrester Consulting.

The process goes much deeper than that. It prepares sales teams with the right tools, contacts, and information to sell successfully. It empowers reps to deliver an experience for buyers who have come to expect and want personalization, automation and innovation.

The process is ongoing as marketing plans change and information is updated. Sales Enablement is also consistent as it is uniform in delivery. Applying best practices across coaching, content management and sales, you provide a winning framework that drives sales and higher win rates.

Buyers have more at their disposal than ever before. They are more informed with greater access to endless amounts of research and marketing. Sales reps become experts on merit. This is where Sales Enablement can make a huge difference.

With a properly integrated sales enablement strategy, firms can expect to see a 40% increase in cross-sells and upsells, and a 17% increase in sales within the first month.

Improves Sales Team’s Performance

This can lead to a better buyer experience and revenue growth. A Sales Enablement platform allows you to automate training and content management, which in turn, frees up time and increases revenue.

Aberdeen found that companies with a Sales Enablement program and platform are 96% more likely to reach competitive levels of success. Sales and marketing teams can collaborate within the same programs that store customer’s data and content. They can update as needed and share the most critical materials to sellers in real time. With data, content, and communication streamlined, sellers are able to close deals faster and improve on-boarding times. That is the ultimate objective of Sales and Revenue Enablement.

Other data from Showpad reveals that you can expect a whopping 300% increase in content usage, and 30% of time saved on administrative tasks.

Even though the focus is on data and digital channels, and while they are the most vital resources for Modern Selling, personal interactions are still the most influential drivers of B2B sales. Sales Enablement helps teams improve the quality of sales interactions; how sales people interact with clients and how they convert leads into sales.

Companies that may struggle to achieve results from Sales Enablement do so because they are focusing on the number of leads generated and the number of meetings to attain quotas. The meetings don’t matter if they aren’t closing deals. Meetings can be improved by analyzing how content affects sales. By using Sales Enablement tools, sales teams can track how much customers use and share content. Sales and marketing teams can see how many people viewed documents shared online, how much time was spent, how it was shared, etc.

Sales Enablement platforms can align marketing and sales initiatives. It allows marketers to provide relevant content to sales people to better prepare them for meetings and presentations. Platforms include customized content, user friendly search capabilities, outflows and performance metrics on sales collateral.

The best Sales Enablement platforms provide everything you need for marketing and sales operations in one easy solution. The platforms excel at aligning the two teams and improving field sales close rates.

If there are inefficiencies in your sales process or your sales and marketing teams are at odds with each other, then a Sales Enablement platform is crucial to your business. Sales Enablement tools can help remedy this, You’ll be able to see how sales and marketing reps reach their goals with prime efficiency. It can help turn sales reps into sales leaders.