Don’t “Half SaaS” Sales Enablement
There are a lot of SaaS sales enablement companies out there. There are tools and software to help your sales team access sales content, write better emails, be more targeted with buyers, etc.
There’s no doubt that these sales enablement solutions can enhance the productivity of your sales force, but here’s the real question: how do you choose which one is right for your company?
Sales enablement requires foresight
Companies often focus all of their sales enablement efforts on what they need right now. While that’s certainly not a bad thing (sales enablement is, after all, meant to improve existing problems within the sales system), it can cause issues down the road when the solution you chose no longer meets your needs.
Sales enablement needs to be scalable
How do you plan for an uncertain and shifting future? You avoid putting yourself in a sales enablement box. You choose a scalable solution that offers room to grow. That’s how you avoid having to completely burn and rebuild your sales enablement solution, costing unnecessary time, money, training and effort.
Sales enablement should simplify, not complicate
If your sales team is relying on a system of separate point solutions (content repository, mobile app, CRM, lead scoring solution, etc.) that are cobbled together, you run the risk of actually preventing sales, not enabling sales. Your sales reps have to constantly jump between systems, and each new platform requires extensive training and integration work. Avoid this issue by choosing a sales enablement solution that binds all of your systems together in one intuitive platform.
Sales enablement is constantly evolving
A lot of companies define sales enablement as delivering “the right content at the right time” to their sales teams, but it’s about so much more than that. When you fall into the trap of viewing sales enablement so narrowly, you miss out on the chance to improve the efficiency and effectiveness of other areas of sales, such lead qualification, onboarding and training, coaching, etc. The recent trends of using big data, analytics, cloud-based systems and sales activity automation are all great examples of how sales enablement is evolving—are you keeping up?
Point solutions are great for small companies with limited needs, but for enterprise B2B companies, they’re more of a Band-Aid. Don’t half-SaaS your sales enablement efforts. Choose a scalable, comprehensive platform that will evolve as quickly as your business needs do.