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Strategy

5 Steps for Reaching Sales Goals With An Effective Sales Enablement Program

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If you have sales and marketing challenges to overcome, then you need an effective sales enablement program. More and more companies are jumping on this bandwagon, appreciating the value that comes with syncing their company with the behavior or consumers.

If your company is interested in better efficiency and productivity with regard to sales, you need to get on board, too. A good sales enablement program will save your company effort, money, resources and time.

Here's a 6 step strategy to develop an effective program. Think of it like going on a dream vacation to your sales goal destination:

1. Evaluate Your Sales Path

What's going on with your current sales efforts? Are sales down? Have they flat-lined?

Plot your destination on the sales map and determine how to reach that goal. If you don't know where you're going how can you ever expect to get there?

2. Pack your tool kit Properly

Once you determine where you want to go, you have a roadmap to success. Now you need the right equipment for the journey. Here's what to pack for the trip:

  • Sales Material: These are the powerful marketing materials that share your brand's message with the public. You need more than brochures to reach your goal. A company needs an impressive website and active social media presence.
  • Digital Tools: No one leaves on a road trip without the right toolkit. The best marketing tools are to be found online. Sales teams need to know when an e-mail is opened by a prospect or when someone visits the company website.

In the digital age, technology has the potential to facilitate sales in ways that can seriously impact a company's goals. It should be easy for customers to set up a meeting, track an order, re-order a previously purchased product, etc. These are the tasks performed by a digital body language tool kit.

Psychology experts can easily interpret a person's body language. A highly effective sales enablement program will be able to interpret a consumer's digital body language which is expressed with every click they make throughout their online travels. 

3. Don't Forget The Funnel & The Fuel

A long road trip requires filling up the gas tank. Run out of gas on the road and you will wish that you had a funnel so that an empty tank receives every precious drop of fuel out of that 2 gallon can. It's the same with marketing. You don't want a single sales lead to fall by the wayside.

They are the fuel steaming your company engine. To get the most out of your fuel, you need an automation funnel. After gleaning the right kind of personal data from your digital body language tool kit, custom e-mails, reminders and content can be scheduled so that delivery to the right set of eyes happens routinely and effortlessly. 

4. Read Your Instruments

What happens if a driver fails to read their instruments? They can run out of gas or overheat the engine. Ignore your analytics and prepare to fail in reaching your sales goals.

The important data collected, collated and configured into helpful reports advises you as to the performance of content. Take advantage of discovering what content is driving engagement that, in turn, drives up sales and revenue.

5. Consult A Professional

Any traveler interested in getting the most out of their journey will consult a travel professional. Consulting with the right marketing team should top the list of a company's marketing plan.

It will help you create a roadmap that can help you reach your sales destination significantly quicker. Professional expertise is invaluable in identifying goals and shaping an effective strategy to meet them. But, perhaps the most valuable service a consultation will provide is the support and training that empowers a sales team to make the most of their sales enablement program.

In the end, a sales team wants to sell more and work less. Marketing professionals can offer the solutions to get a greater return on your investment of time and money. Contact us and speak with an expert.

Schedule a Free Inbound Marketing Assessment

 

About the Author

Jake Fisher

Jake Fisher is partner at Bridges Strategies. He specializes in inbound marketing, B2B sales and multicultural communication. He enjoys good food and bad golf. You can follow him on Twitter at @jakefisher