The world is a much different place than it was even two months ago, and I suspect many of the changes we’re seeing now will stick around long after the pandemic has ended. As some countries and states begin the process of “reopening the economy”, many companies are beginning to rethink their business models to adapt to post-coronavirus life. And much of this adaptation is dependent on technology. 

COVID-19 has already accelerated the shift from brick and mortar to online retail, in-person office space to remote work, and increased the pace of automation. So while there are a considerable number of companies completing rounds of layoffs and reducing budgets, many are also increasing their investment in their business tech stack. For sales organizations that want to stay competitive post-pandemic, this investment must include sales enablement technology.

Select the Right Sales Enablement Platform for Your Unique Business

A sales enablement platform can help you increase win rates, improve buyer satisfaction, and drive revenue. But 20-ish years after its inception, the definition of ‘sales enablement’ still varies. How do you ensure the platform you select will help your sales force get the company to its strategic goals? And with limited budget, how do you ensure you’re putting your money to work?

Imagine you’re hosting a dinner party for six very important guests. You really want to impress them, so you buy a few new cookbooks full of fancy recipes and even iron your cloth napkins. Way to go, Martha Stewart! 

You’ve conjured up the perfect menu – juicy beef tenderloin, twice baked potatoes, asparagus gruyere tart, and homemade tiramisu for dessert. Everything turns out perfectly. The doorbell rings as you finish lighting the candles in your gorgeous tablescape, and you practically run to the door, excited to get the evening started. 

Wine is flowing, everyone’s getting along great, and it’s time for dinner. You can’t wait to watch your guests devour the fruits of your labor…But that’s where the evening turns. Dinner is served, and nobody can eat it. You failed to consider some critical details about your guests. One couple is vegan, so they can’t consume anything you’ve prepared. A second couple is vegetarian, so they avoid the beef tenderloin and twice-baked potatoes (with bacon).  Another guest is gluten-free, so he steers clear of the tart and tiramisu. And his wife is lactose intolerant so she’s left with only the beef tenderloin. Your guests politely excuse themselves around 7:30pm and head home hungry. 

What does a hypothetical dinner party have to do with sales enablement? You can’t just go out and buy a host of “ingredients” you think will make a successful implementation. You first need to understand your guests. What would make your sales interactions most impactful for your specific buyer? What capabilities will help you meet your unique business objectives?

Effective Sales Enablement in a Post-Pandemic World

This list may include interactive value selling calculators to quantify ROI and TCO for prospective buyers. Or maybe you need sales readiness technology to quickly onboard and train a remote sales force. Perhaps you’re working with a reduced marketing budget and need greater insight into how your content is performing so you can optimize accordingly or reallocate marketing resources. Your particular business goals and challenges should be your guide when determining what features and capabilities you need in a sales enablement solution. But in a post-pandemic world, there are a handful of requirements every company can benefit from.

As you begin (or progress) your digital sales transformation journey in the post-pandemic age, ensure whatever sales enablement solution you select offers:

Fast Time to Value

• How long will it take to launch a sales application?
• Is there a turnkey solution I can get started with today?
• How long before I begin to see a return on investment?

Like the rest of the world, you’re likely trying to figure out how to bounce back in the aftermath of COVID-19 and do it fast. Selecting a technology that allows you to get up and running quickly and easily and see near immediate improvements in sales efficiency and effectiveness is critical to achieving your business objectives.

Scalability

• Can you meet my needs today and grow the solution in line with my business?
• What advanced capabilities are available to me and can I incorporate them at my own pace?
• Once I’ve launched my sales application, how difficult is it to add additional users?

If you’re working with reduced resources thanks to budget or personnel cuts, you’ll want to ensure you select a sales enablement platform that can both meet your needs today and grow with your business as you get things back on track.

Mobility

• How does the solution help sales reps both prepare for meetings and lead more effective sales engagements in real-time?
• Is the solution optimized for all devices including desktop, tablet, and other mobile devices?
• Will my application be available both online and offline?

At this point, we’re largely unsure of what the future holds. Will the world embrace remote work moving forward or will we return to a life of cubicles and open offices? In either case, it’s best to ensure your reps are prepared to lead engaging sales conversations in any environment. 

Download our complete ‘Key Considerations for Sales Enablement Platform Selection’ checklist for our full list of considerations or contact us to talk through your specific requirements today.