If you’re in growth mode, you’re likely adding team members at a high rate. As your offerings become more comprehensive and your staff grows, the way you train and enable your sales reps will need to change.
If you provide reps with the right materials, tools, and resources they need to convert leads, they’ll close more deals and drive revenue for your business.
But how do you ensure both your new and tenured reps have the right resources to continue to drive growth? Here’s some practical insights on how to improve sales enablement for fast-growing teams.
Audit and organize sales materials
Conduct a content audit. You may already have high-quality sales content on your website, or lurking in your files. Once you know what you have, gather all existing sales content into a single location. You’re trying to create a digital toolbox to enable your sales reps.
Examples of sales content that should be audited and organized include:
- Customer case studies and testimonials
- Whitepapers and ebooks
- Product demo decks
- Pricing and discount information
- Proposal and email templates
- Presentation templates
Content libraries can be hosted using tools such as cloud-based storage sites (think Dropbox or Google Drive) and/or your CRM. And remember while auditing and organizing your content: Content that was once relevant to your target audience in recent years may not perform as well today. So, keep this document library up to date.
By centralizing all existing sales content in one location, you’ll ensure your reps can find these resources to share with leads quickly. All of your reps can access the information here at any point in time, allowing your marketing team to easily collaborate with sales on the content they create and share with prospects and customers.
Implement enablement technology
Companies that deploy a sales enablement solution can see dramatic ROI for both their marketing and sales teams.
To achieve your sales goals, you need to see every detail of your sales pipeline, and close deals faster. Sales enablement technology can accelerate the selling cycle, increase sales conversions, and provide visibility into the sales process.
Comprehensive sales enablement software will also help you onboard new hires faster, and scale your sales training efforts. A sales enablement platform gives you the most effective solution for efficient, high quality training.
Need to implement a sales enablement tech stack that gets the job done? Set up a meeting with our team.
Mix online and in-person training
If you’re experiencing high growth, you need a flexible, effective solution that can bring new reps up to speed quickly. Training new salespeople one at a time in an ad hoc manner is not efficient, and is no longer an option in a fast-growing company. It’s much more scalable (and more effective) to have a mix of face-to-face and online sales training.
Online sales training also gives you the opportunity to create more engaging materials for your new and tenured reps. Asking salespeople to read one-dimensional training documents is a low-quality learning experience compared with videos and slide presentations that combine graphics with audio explanations.
For companies that are growing fast, the right sales readiness program will be a balance of virtual and live training. Pair this with your sales enablement technology, and both your new and tenured reps will be unstoppable.
Ultimately, the key goal of sales enablement is to make reps more effective at closing deals and driving revenue. When you empower your sales team with the right resources, materials, and tools, they’ll have the ability to sell more effectively and efficiently, and you’ll be able to sustain growth.