Design the right Sales Enablement strategy to achieve a successful digital transformation
Without a doubt, the digitalization of sales processes is one of the priority missions for most companies.
For a digital transformation of sales, it is clear that companies must invest in the acquisition of innovative and quality technological tools. However, the purchase of digital solutions is not enough on its own: you need a plan .
This plan, which seeks to optimize a company's commercial activities, is what we know as Sales Enablement . Sales Enablement is more than a specific product or solution; it is a global strategy based on training the sales team to ensure a comprehensive improvement in sales.
Today we want to present you with some key points for establishing a good Sales Enablement strategy in your company, which will help you ensure a successful digital transformation.
Keys to a successful digital transformation
An experience for every moment
Don't know where to start to optimize ecuador whatsapp data your sales?
In digital transformation, it is important to take things step by step. Every strategy needs short- and long-term objectives; if you limit yourself to calculating the immediate benefits, it will be very easy for the strategy to quickly become outdated.
To get one step closer to success, you need to design your strategy within these three time frames:
Acceptance (TODAY) -> Integration (TOMORROW) -> Usability (EVERY DAY)
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The first thing to do is to look at how your sales team operates and what their routine is to ensure that you offer tools that they really accept to improve their day-to-day functions. For example, a good start would be to automate routine tasks with little added value, so that salespeople can focus more fully on customers.
But to introduce technological solutions to your company, you must look beyond the needs that your business has right now.
In the near future, your focus should be on ensuring that the digital tools you offer to your sales team are used consistently and not just as a one-off fix. In other words, that they integrate these solutions as part of their routine.
In the long term, what will ensure that your digital strategy is solid and delivers results will be the actual usability of these strategies.
An experience for the user
To incorporate new digital tools into the sales department, it is essential to have a deep understanding of how the sales team works. In other words, not choosing a solution just because of its success in the market, but rather asking yourself:
How can technology improve the work of the sales team?
To achieve a proper digital transformation, sales management must understand the routine of the entire sales team and detect which low-value tasks are spending too much time.
There is also a factor that is essential to consider, and that is the current situation of each user within the team. In this sense, each salesperson represents a different challenge for sales management. A person who has just joined the team must adopt the existing tools from scratch, but at the same time a person who is used to a more traditional way of working may also have problems adapting.