Technology for Sales Enablement

November 20, 2023in Salesforce

The signs are apparent that the upcoming years, particularly 2024, may pose challenges for sales organizations. Salesforce and Tectonic offer sales enablement technology to help bridge the gap between sales quotas and realities.

Effective sales enablement technology can enhance close rates by an average of 35%. It encompasses tools ensuring that any sales representative can easily access the right content, share it with prospects, and track prospect engagement, providing full visibility for sales management. Beyond this, a comprehensive suite of sales enablement tools offers learning resources, selling insights, centralized content, and collaboration features, all consolidated in one platform. Salesforce’s recent benchmarking of companies with a formal coaching process for sales reps supported by technology highlights components like:

Learning Tools: A learning environment for continuous learning, offering training modules on various topics such as product capabilities, competitive differentiation, and purchase cost justification.
Selling Insights: Technology-generated recommendations to supplement one-on-one coaching sessions, such as analyzing a salesperson’s territory to suggest which accounts to pursue first and what value propositions are likely to resonate.
Centralized Content: An online repository allowing salespeople easy access to the information and sales tools needed throughout the sales process.
Sales Team Collaboration: A social network facilitating data, file, and knowledge sharing among sales team members working together to pursue and close opportunities.

Emergence of Sales Enablement Suites

While early sales enablement initiatives involved loosely connected point solutions, the emergence of sales enablement suites is becoming prominent. Salesforce’s recent release, Enablement, fully integrated with Sales Cloud, covers all key areas. With the challenges of selling in a hybrid world, Salesforce’s Enablement provides revenue milestones, tailor-made templates, insights and analytics, structured enablement with drag-and-drop building, Einstein Conversation Insights utilizing the power of artificial intelligence, and tools for change management and adoption.

In light of the uncertainties in the buyer/seller environment for 2023, sales leaders are under pressure to create impactful enablement tools and programs for their teams, equipped with built-in tools to measure effectiveness. Salesforce and Tectonic are poised to drive success for sales organizations through outcome-based enablement. The question remains: Are you ready for the challenge?

Reflecting on this, the importance and value of optimizing sales coaching are evident. Sales organizations choosing not to do so risk compromising their sales performance at a critical time. Tectonic is prepared to implement Salesforce’s Sales Enablement with your new or existing Salesforce CRM tools, empowering your sales force.