New to the field? Maybe, but sales enablement is here to stay. This means your company needs to take it seriously.
Sales enablement has a proven ROI, so if you’re not investing in it while your competitors are, you’re going to lose out.
As of this year, only 5.5% of sales enablement departments are reporting to the C-suite, with the majority reporting to sales. Meaning, that there are still a lot of businesses not backing their SE teams properly and, as a result, not making the most of these talented teams.
If you’re not sure why you should care about sales enablement, let me catch you up to speed. In your Go-to-Market strategy, sales enablement sits between your behind-the-scenes teams, product, marketing, product marketing, etc, and your customer-facing teams, i.e. sales.
With a cross-functional Go-to-Market strategy where sales can confidently mesh their persuasion and charisma with product knowledge, upskilled sales methodology, and a refined understanding of your buyer personas and customer needs, you’re looking at much higher win rates and, therefore, much higher revenue.
And who (or what) makes this happen? Sales enablement.
But how do I make this happen? I hear you ask. How can I give my sales enablement heroes the resources they need to make this magic happen?
Well, you’re going to want to start with a solid sales enablement tech stack.
And luckily for you, we’ve rounded up some of the best SE tools out there for you to peruse and take your pick.
Let’s get into it. 👇
Sales enablement tools - Content Management Systems
One of the biggest responsibilities of sales enablement teams is producing content for sales reps to use when they’re locking down customers. These resources are pretty critical for sales success and, as you can imagine, there are a lot of them.
Keeping track of all this content and ensuring sales reps can access it as and when they need it is no small feat, which is why you need to set your SE team up with top-of-the-line content management tools.
Here are some of our top picks:
Highspot
If saving time and streamlining tedious processes are your kind of thing, Highspot might be the one for you. Reduce the time your reps spend looking for content by up to 95% with software that delivers a powerful search engine, curated browsing and up-to-date content, all on one platform.
Highspot supports 70+ integrations and 40+ content types, so you can keep everything in one place. Take control by deciding who can see what and use Highspot’s internal analytics to track exactly how your content is being used, to make sales enablement even more effective.
GTM Buddy
If you’re ramping up sales enablement to improve your Go-to-Market, why not use a tool with GTM in mind?
GTM Buddy enables your sales reps to access content within their flow of work and during sales conversations. Integrate emails and calendars with your CRM for a seamless sales process and build trust between your reps and buyers. A tool for the progressive SE team, GTM Buddy removes the need for folder structures and complex tagging.
Seismic
Make finding the right sales collateral delightfully simple for sellers with in-app search and in-context recommendations with a leading global sales enablement platform.
Using Seismic, you can ensure an always-current content library and give sellers as much (or as little) flexibility for content customization as you want, and simplify workflows to drive faster content approvals and govern content distribution for internal and external audiences.
Sales enablement tools - Learning Management Systems
And of course, the big kahuna of sales enablement is training sales teams on products, buyer personas, sales strategies and more.
In 2022, we found that 87% of new hire onboarding is done by enablement teams. This means your SE team is not only producing huge amounts of content for onboarding, but they also need to deliver it at scale. For this, they’ll need learning management tools.
These are a few of our recommendations:
Allego
With Allego, your SE teams can enable sales reps wherever they are in the world which, in a post-pandemic market, is more important than ever. High-impact tools, content and training get (and keep) your reps ready and productive.
With Allego, you can deliver measurable, targeted skills development at scale. Access company-wide insights into where your training is most effective and what your reps need to excel.
Lessonly, by Seismic
We’ve already discussed the pros of Seismic, so if their CMS is for you, you’ll be thrilled to know they also have an LMS, Lessonly. Sales training and coaching software allow your SE team to improve sales performance and accelerate the readiness of your reps.
In as little as 10 days, you can train reps and get them ready to go out there and win. Give your sales enablement specialists the tools they need to create interactive training and practice exercises that simulate real-life scenarios, for ultimate sales success.
Workramp
Welcome to an all-in-one learning platform. Workramp drives a culture of learning within your company and can help you out with more than just sales enablement. House your customer education, partner training, talent development and more, all in one place.
SE teams can combine instructor-led training and on-demand guides to create robust learning and development programs, and deliver top-quality training. With Box, Reddit and Loom all placing their trust in Workramp, you can be sure you’re getting a quality platform that delivers on its promises.
Final thoughts
Sales enablement teams have a lot going on, taking care of content creation, onboarding, learning and development, the list goes on. These are all critical to your Go-to-Market success, so don’t take any chances.
Want to take your Sales Enablement to the next level?
Go-to-Market Academy has all the training your SE team needs to design and launch scalable sales enablement programs that drive revenue.
👊 Understand cohesive, successful enablement strategies and how to implement them into your organization.
🔨 Build efficient and effective enablement programs, as well as the team needed to run those programs.
🚀 Create a best-in-class enablement charter to make your mark in your organization.
📈 Measure the success of your strategy by using the right metrics, which you can then use to prove your function’s value.
