Picture this: You want to join the Chicago Bears football team for next year’s season. You know that being an professional athlete brings many benefits into your life: working out and being healthy, getting to wear that famous Bears jersey, and the fame and fortune that typically comes with joining a professional sports team. However, there are some obstacles to overcome. You don’t have a trainer, the equipment, or the knowledge of the game of football.
Sounds like a problem, right? It is unlikely that you will be able to reach this goal without the proper tools to get yourself there.
Now, take this analogy and apply it directly to sales.
In an article by Josh Druck titled “Why Sales Enablement is the Key to Social Selling,” he explains the disconnect between sales reps’ enthusiasm towards social selling and their lack of actually applying social selling into their strategy. If you’re not familiar with social selling, here is a quick definition: social selling is when salespeople use social media to interact directly with their prospects. Druck then states that the problem with even a modern salesforce is that they don’t know how to integrate social selling. Another root to the problem, is that companies are not giving their reps the best-fit sales enablement tools they need to succeed.
Any new sales technique that a sales rep wants to weave into their sales strategy requires them to learn it, practice it, and ultimately, perfect it. However, that becomes especially difficult when their employer does not give them the tools to do this learning, practicing, and perfecting cycle.
It is vital that companies support and invest in their sales team for their company to succeed, and to help their individual sales reps earn the top-line revenue they have always been dreaming of.
Sales enablement tools not only help with social selling, but assist in daily administrative work, allow for flexibility during presentations to clients, and enable collaboration on projects with other sales reps. There are tools available, like Mediafly SalesKit that give sales reps access to their content on any device, whether they are online or offline.
So, it is clear that these tools are vital to a company and their sales team. Sales reps can use them in all aspects of the selling cycle, and enable them to (excuse the pun) “score a touchdown” by closing the sale.
Does your company provide sales enablement tools to all of your sales reps? What other benefits do these tools provide to the team?
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