In business, you have to constantly keep up with current business trends. You could think of it as constant maintenance to provide your employees with the ability to hold insightful and informative conversations with possible clients. Frequent sales enablement allows you to prevent problems such as margin pressure and declining win rates. Some of the basics of sales enablement include constantly increasing sales rep ramp-ups, optimizing your sales performance across the board and acquiring new clients or business partners.
The hardest part of sales enablement is in knowing what sales enablement is. That is where companies such as Qvidian come into play. They offer business guides and consulting to ensure your company achieves its highest success, which is usually accomplished by establishing a company’s business strategy and mapping out of the sales execution process to match it.
Optimizing your Sales Performance:
The best option for improving your sales performance is to utilize sales analytics. Sales analytics is the process of acquiring data on your sales and advertisements, and then comparing the results to determine what method will generate the most income. This may sound confusing but it is easier than it seems.
For example, a business runs two television ads and in each ad there is a unique code for 5% off if they call a number. Since each ad has a different code, you can keep track of how many calls each ad generates. If the first ad leads to receiving 10 calls and the other leads to 15 calls, then you know the second ad is generating more money. Once you know this information, you can figure out why the second ad worked so well and how to capitalize on it.
Acquiring New Clients:
Obtaining new clients is another important step in sales enablement. While there are many ways you can do it, the most common is writing a sales proposal. Sales proposals can be broken down into several different categories but the most common is known as an RFP or a request for proposal. This is a solicitation to a distributor to try and win over their business in order to have your product reach more markets.
Writing proposals can be extremely difficult and time consuming. Some universities offer MBA programs in proposal writing because it can be so difficult and specialized. Fortunately, there is now sales proposal software that makes the process much easier and instructs employees that do not have experience in writing them.
The goal of the proposal is to frame the document to show the benefits of your product and why the distributor should purchase it. This means completing a requirements analysis. This in turn means researching what is required for the company to purchase it, what they would need to do in order to carry it in stories, and evaluate the ups and downs of carrying the product. If the distributor reads your proposal and likes it, then you win their business.