Amplify10 was formerly known as Featurewave

12 Key Benefits of Sales Enablement

Improving sales performance is a crucial goal for most organizations. To help your organization achieve sales success, we're here to share 12 essential benefits that sales enablement platforms can provide.
Benefits of Sales Enablement

Enabling your sales team for success should be a top priority for any growth-focused business.

For businesses today, it’s not about selling their product or service, it’s about equipping their sales teams with the right resources to engage prospects in order to build trust and rapport and create alignment.

This is precisely what Sales Enablement can help you achieve. In this blog post, we will go through 12 Key Benefits of Sales Enablement for your organization.

What is Sales Enablement?

Sales enablement is the process of providing access to your sales organization with the information, content, and tools to help them sell more efficiently.

Sales enablement streamlines the entire sales process by centralizing all relevant sales information on one platform which helps organizations ensure that each sales representative has access to accurate, up-to-date data.

Sales information can include materials related to product knowledge, marketing collateral, customer insights, and competitive intelligence. A solid sales enablement solution and strategy can help sales professionals spend less time searching for information and more time building relationships with customers.

12 Benefits of Sales Enablement You Need To Know

From driving revenue growth to equipping sales managers, sales enablement solutions aim to empower sales teams. Ultimately, sales enablement will introduce consistency, efficiency, and intelligence to maximize an organization’s sales productivity.

1) Improved Ramp Times

We all know how challenging it is to get new reps fully ramped. It can be very time-consuming and costly.

At Featurewave, we believe the idea of only focusing on sales training is flawed. Because, as human beings, we tend to forget 90% of the learned information within a week. Don’t believe us? Just recall your last week’s sales training and check how much your team still remembers. Exactly! 

Most conventional sales training augments their processes by offering additional training for reinforcement, but the core problem of “retaining the information” is still intact.

This is where Featurewave helps sales reps leverage an AI-powered sales assistant to deliver contextual guidance based on where they are in the sales cycle. 

Additionally, using our AI sales assistant, sales reps can also ask any product, process, or marketing-related question and get the information delivered inside their CRM.

This means your sales reps don’t have to search any content library, internet blogs, or articles to match the customer query. Instead, they can ask Featurewave’s AI to scrape all of their repositories and get the exact piece of information they want.

This removes the burden of ramping up each new rep from the sales team and you no longer need to pay the price of the costly impacts of forgotten training.

Ramping sales teams is a daunting task and organizations have to wait months until a sales individual is entirely up to speed. However, by using sales enablement platforms, you can minimize or even eliminate your sales ramp time.

2) Improved Sales Content Management

Every type of content in your sales process plays a crucial role in communicating to your prospects about your product and organization. The typical content that your sales team interacts with can include presentations, templates, video demos, customer stories, training materials, sales playbooks, and more. 

To improve content creation and management, Sales enablement helps organizations create, assign, customize, streamline, and distribute content to assist sales.

Since sales enablement platforms can store every piece of content created for your organization in their repositories, everyone can have access to it, including relevant C-level executives who are involved in sales. This helps your team in two ways:

  1. More timely access to your sales materials, which means improved quality of sales interactions.
  2. Access to the content for C-level executives or top sales managers means regular monitoring and frequent updates to the strategy. This leads to better scripts and an improved sales play.

3) Improvement in Sales Efficiency

One of the significant benefits of sales enablement is improving your sales team’s productivity. By providing them with the right tools, just-in-time training, and resources, you remove any potential roadblocks that might hinder their selling abilities.

An improved sales productivity means improved sales effectiveness for your organization

On the other hand, Sales enablement platforms can also integrate with existing CRM and DAM systems. Hence helping sales keep a centralized platform for managing and distributing content.

The combination of centralized knowledge, personalized content recommendations, and tech for real-time analytics allows sales teams to deliver compelling pitches to their customers. This saves valuable time of sales reps that would have been spent on mundane and repetitive tasks.

With everything at their fingertips, your sales team will become a lean, mean sales machine, a.k.a sales efficiency machine.

4) Close Deals Faster

Assume you are on a sales call, and the prospect asks for a specific query related to your product integration.

In a typical sales scenario, if you don’t know the answer(s), you would reach out to your product team or your technical support colleagues and then once you have the information, you get back to your prospect.

This means ‘a pause’ in your sales cycle. This can create resistance, which is not good in sales. Who knows, you could eventually lose that deal to one of your competitors just because you didn’t react fast enough.

What if you can answer your prospect’s questions right when you are on the call, and all it took was one search? Using Sales enablement platforms, you can get access to everything from your sales collateral to product information even while you’re on a call. This means you’re one search away from answering any question related to your product capabilities.

At Featurewave we have this feature called ‘Requirement Analysis’, that lets your reps know whether or not your product has the ability to meet your customer’s requirements.

Having access to such information on time makes you respond quicker and this can help you seize the opportunity to build trust and alignment with the customer, and in turn, it means you close deals faster.

5) High Sales Velocity

A sales enablement strategy that is centralized across your organization can scale your organization’s sales as a whole. This means an improvement in your sales velocity.

You should know that sales velocity depends on three key factors. Here, we will discuss how sales enablement impacts these factors:

  1. Number of Opportunities: Sales enablement involves aligning sales and marketing. When both teams are aligned with resources and tools, the number of opportunities in your pipeline is bound to increase.
  2. Win Rate: Sale enablement platforms like Featurewave can eliminate Sales ramp time through contextual guidance. Making life easier for sales reps with just-in-time learning, and also, on the other hand, our context-based recommendations can help reps close deals efficiently. Resulting in faster closes and better win rate
  3. Sales Cycle: Optimizing sales cycles is an issue that needs to be solved at the manager level. As sales enablement platforms can provide tech to automate and crucial insights to stay ahead, they also help in refining workflows, understanding guidelines, and creating sales plays, saving reps time and helps in accelerating the deals. Hence, optimizing your overall organization’s sales cycle.

Sales enablement is like a secret superpower of your organization. Especially when your relevant C-level executives can monitor everything they need and make strategic decisions, this makes it easier for organizations to fill their sales pipeline, make sales teams interact better with potential customers, and leverage tools they need to improve their sales velocity.

6) Efficient Cross-Functional Alignment

Today, salespeople are no longer the only source of information when people want to buy a product. Thanks to the internet and its accessibility to your customers, information is abundant. 

As a result, if someone decides to buy your product or wants to know about your organization, they can do the research themselves.

Therefore, it is assumed that most of the people who get on a sales call with you are well-prepared, and this makes selling no longer a one-team operation.

Today, effective selling demands an efficient cross-functional alignment. Therefore, product, marketing, and sales teams must align to make sales happen.

Guess what? Sales enablement allows users to smoothly align these departments. Such cross-functional alignment helps access to materials and information to keep your sales reps updated on all fronts.

For example, product teams can help your sales team keep updated on the product’s features and benefits using guides. This way, they get to know the particular use cases of the product, and this leads to better sales communication when dealing with customers.

Meanwhile, the marketing team can help keep your sales reps updated with the customer journey. This way, your sales reps will know exactly how much the customer is warmed up and what type of sale content to share with the customer.

7) Improved Customer Experience (Personalized Approach)

Every customer interaction is an opportunity to build relationships and make sales happen. Sales enablement ensures all these conversations are meaningful and lead towards closing more deals.

It empowers your sales professionals with insights into what the customer needs. Hence, it enables sales reps to tailor their sales plays to meet those needs.

Your customers deserve the royal treatment. Therefore, offering relevant case studies and customized solutions addressing customer pain points is essential. This not only contributes to a good customer experience but also helps sales teams seal the deal.

You can even review and audit existing customers based on their sales communication. Using sales enablement, once you understand current industry trends and as you get to know your customer insights, you can share relevant content (something like a case study or new feature update) with your customer to cross sell and upsell.

8) Better Sales Forecasting & Predictability

Forecasting isn’t just for meteorologists.

Features like sales forecasting enables an organization to allocate resources effectively. This helps in setting realistic targets and making informed sales decisions for a team

Therefore, sales and marketing teams no longer need to rely on gut feelings or rep anecdotes. Instead, they can use accurate data and intelligence from Sales Enablement platforms to make a move

At Featurewave, we offer a feature called ‘Requirement Analysis’. It goes through every opportunity in your pipeline and recommends how well your product fits into the customer needs. 

Hence, it helps you find and fill gaps in your product or service for your customer, equipping your sales teams with data to close the deal.

This way, sales enablement data provides clear visibility to your sales game. The result? Better predictability and your team absolutely nailing their quotas.

9) Equipped Sales Managers for the Reps

An effective sales enablement program can turn your sales managers into superheroes for your reps. This is because your sales managers have the power to systemize your sales training and further coach every single rep to make the best of them. 

Sales enablement centralizes your sales training and helps salespeople get access to customizable bite-size pieces of information within the CRM. Therefore making it a personalized coaching for each rep.

This means your sales managers will be better focused and equipped to hire and ramp up faster.

Not to mention whenever sales teams need help closing (or) optimizing their sales cycle. Sales managers can use data and insights from the sales enablement platform to assess their team’s fundamental issues related to scripts and content. They can go ahead and solve their selling issue on an organizational level. 

10) Add Consistency To Your Messaging

In this era, messaging used for your product and organization are essential. It is said that 82% of customers buy from an organization that aligns with their values.

Therefore it is necessary that, when you capture and engage with a prospect, don’t change your message. A change in messaging can cause a pause in the sales cycle. We know that delays in a sales cycle are not desirable.

To keep your messaging consistent, the sales team needs to align with marketing and Sales enablement makes this alignment smoother, as we discussed earlier.

Once the sales team gets access to the marketing content used to capture a prospect and the messaging that was used to engage, sales reps can now keep the same message going in their buyer’s journey.

Not to mention, Consistency in messaging also adds up to an improved brand experience for the customer. This builds trust and credibility.

11) Revenue Growth and Profitability

Improving your sales performance and revenue is one of the key benefits of implementing a sales enablement strategy. We know that for any organization, revenue growth is their ultimate goal and probably sales teams are the closest to helping their respective organizations achieve that goal.

As sales enablement helps sales representatives get access to the correct information, resources, and tools. This ensures your organization has opportunities to capture, engage, pitch, and close. 

Also, once the sales enablement data gets integrated with your existing system, it helps with possible cross-selling and upselling opportunities with your existing clients. This can boost sales and has a direct impact on revenue growth and profitability.

12) Strategic Resource Allocation

Sales enablement tools can help C-level executives to make strategic sales decisions. Therefore helping these individuals to focus their investments on sales initiatives that yield the highest returns for their organization.

When you involve your leaders in processes such as market analysis, customer analysis, filling messaging gaps, or road mapping your strategy, along with that, you provide them with a Sales enablement platform to adjust their sales play dynamically. 

This gives them the control to allocate appropriate resources strategically. Hence an optimized resource allocation can enhance sales efficiency. This directly aligns with company objectives for better revenue and an increase in market share growth.

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