Key features to have in your sales enablement software
11 minutes read
Sales enablement tools, when incorporated as part of a comprehensive sales readiness program can help your sellers close more deals.
While sales leaders around the world understand how important it is to have sales enablement software, the 2019 SalesTech Benchmark Survey Report reveals that only 40% of sales teams use sales enablement tools.
So if you fall in the category of that 60% of companies who are not using a sales enablement technology, and you are considering investing in a sales enablement software then this blog is for you.
Here you’ll get to learn all the features that you must have in your sales enablement tool
Defining a Sales Enablement Software
A sales enablement software is a tool that equips the sales teams with all the resources and support that they need to sell more efficiently and successfully. A perfect sales enablement software would have a wide range of features that would improve a sales team’s
- And the overall sales performance
Essential Features to have in your Sales Enablement Software
Choosing the right sales enablement tool is about finding the one that works best for your team and your sales process.
We do not believe in the idea of “one size fits all”. Because what works for a start-up might not work for an enterprise organization.
While you must consider your specific needs and use case during your evaluation process, here is a list of key features that you must ensure that you have in your sales enablement tool for it to be suitable for you and your team.
1. Easy to use and user-friendliness
This might seem like a no-brainer, but considering that 50% of employees are using the software that they hate at work, it’s important for you to check whether a particular sales enablement tool is easy to use or not.
Also, ensure that the software training is provided by the vendor as a part of the implementation. You and your team should be able to adapt the system yourself after the “go live”, without involving the vendor. However, if you need assistance, they must provide it.
2. CRM Integration
This one is non-negotiable! Any competitive sales team, no doubt, uses a CRM platform to monitor their customer relationships. You should only be investing in a sales enablement tool that integrates seamlessly with your current CRM system. It doesn’t make sense to do things any other way.
3. Sales onboarding and training
Sales onboarding and training programs are extremely crucial for employee development in any organization. Sales onboarding provides new sales representatives with the knowledge and skills they need to succeed in their new roles. Apart from that, you would obviously want to conduct regular training to keep your reps up-to-date with the latest sales knowledge and skills and keep them sales-ready.
During the onboarding or training process, it can be a challenge to keep reps
- Engaged in the training program
- Track their readiness
- And provide them with easy access to forms, manuals, and other training materials.
With an onboarding and training management feature in your sales enablement tool, your managers will have everything they need to set their sales representatives up for success.
4. Content management
One of the perks of a sales enablement tool is your ability to curate content and make it available for your sales team in a single location. It’s important to take note of how content management works for each software solution.
One thing that is non-negotiable is the ability of your reps to be able to easily navigate between all the case studies, whitepapers, and demo decks. If the system is too complicated and your reps can’t find the content they need easily, then they are going to miss opportunities to win deals.
One of the numerous interesting points when purchasing software is whether the tool you pick can scale with you or not. Because one thing that is going to remain constant always is change. The world, business, and everything that we know today is going to change. Similarly, the tool that may work for you and your team today could obstruct you tomorrow as you develop.
It’s not easy to keep your sales representatives engaged during sales onboarding, continuous training, and through their regular sales activities. That’s where gamification comes in. Through gamification, you can turn routine tasks into enjoyable activities that motivate and incentivize your sales reps to develop their skills.
Gamification can be used both by new reps during the onboarding process and seasoned reps who need to consistently build upon their skills and experience. It helps in creating a fun environment on the sales floor where reps can freely and enthusiastically,
- Participate in continuous training
- Fine-tuning their skills
- And strive to achieve their sales goals
7. Data Protection
The cost of a data breach was about $3.92 million in 2019, and depending on your industry, it could cost you a lot more. This new digital era has changed the way we work. But it also changed the way we view and handle data. In today’s date and age, customers are concerned, more than ever, about their data protection. They would do business with you only when they are ensured that their data is safe with you.
8. Insights and analytics
Most organizations spend a great deal of time, money, and resources training or coaching or organizing sales contests for their sales teams. But without a way to measure those efforts, it’s hard to understand what’s working and what needs to be improved.
With a sales enablement tool that offers detailed analytics for key sales metrics, however, they can thoroughly understand the effectiveness of their sales activities: onboarding, training, coaching, and more.
This way the analytics in the sales enablement software enables your sales teams to make smarter decisions, which in turn will lead to more sales and better overall efficiency.
9. Anywhere, Anytime, Any Device Access
You know the old saying –”ABC: Always be closing.” This means whether a salesperson is at his desk or waiting to board a flight at the airport, they needs to be ready to complete a sale. So shouldn’t the sales enablement tool that you provide them work the same way?
ABC: Always Be Considering
While we consider these features as absolute must-haves, the most important thing you can do is your own research. Talk to your sales reps about what they need from a tool. Listen to their pain points and use their experience to guide your purchasing journey. Happy sales!
Learn about the best practices that you must follow to have a perfect sales enablement process
Learn how sales enablement helps in driving the new hire onboarding successfully
Learn about the types of sales enablement content for remote selling
Learn how sales enablement impacts your business
Learn how sales enablement helps in enhancing customer engagement
Learn how sales enablement helps in transforming product launches
Learn why do you need sales contest software and how to find the right one?
Learn about the key features that you need to have in a sales coaching platform
Published on Sat Jul 9 2022