How to Use Sales Enablement Tools to Motivate Sales Reps
Employee engagement has a huge impact on the effectiveness of sales execution. Sales reps who are motivated and determined to win a deal are far more likely to do so than reps who are just going through the motions of selling.
There are many ways to improve employee engagement: compensation, competition and manager recognition are just a few. But what about the technology side of things? By using sales enablement software to track sales activity and provide real-time coaching and guidance, you’ll gain the visibility and tools to easily increase sales rep motivation—and increase your sales revenue as a result.
First, let’s talk about what sales enablement software does:
Provides a centralized platform for all selling activities, from private buyer portals to communicate with prospects to easy and quick customization of sales materials
Tracks sales rep activity to measure productivity and utilize analytics to identify which actions are most effective in moving deals forward
Tracks buyer activity to help sales reps connect at the right time and guide marketers in improving content based on buyer engagement
Provides dynamic scoring and ranking of opportunities to guide sales reps in pursuing the right leads at the right time
Guides sales reps through the sales process through dynamic sales plays that incorporate suggestions for best materials, approaches and next steps to win deals
Integrates with CRMs such as Salesforce or Microsoft Dynamics to eliminate manual data entry and leverage big data
And much, much more (give us a call to hear about it in greater detail)
In short, sales enablement software gives you everything you need to improve sales execution.
Here’s how that relates to sales motivation:
It makes your sales reps jobs easier
The majority of sales reps hate data entry and manual customization of presentations for each prospect, so make it easier for them by automating the process. When your sales reps aren’t stuck doing the tedious tasks they hate, they’ll have more time to focus on the activities they do enjoy: selling. Your reps will get better results in less time, which will encourage and motivate them to keep doing the activities that are clearly working well for them.
The problem with many gamification strategies is that they only reward the main achievements like number of deals won or attainment of quota. This is great for A sellers, but does nothing to incentivize B and C sellers (and let’s face it: they’re the ones who need it most).
The in-depth tracking of sales and buyer activities offered by a sales enablement platform allows businesses to tailor detailed gamification strategies that get all sales reps involved. Instead of rewarding based on subjective outcomes, sales enablement software can provide a real-time leaderboard that shows concrete metrics for how well each sales rep is doing in different areas, such as number of buyers reached and effectiveness of sales materials sent.
Companies who use gamification have 5.6% higher year-over-year growth than companies who don’t. –Aberdeen
It provides clear visibility for coaching
Which coaching process would result in better sales rep execution and engagement?
1. “You’re doing this wrong. Fix it.”
2. “This is what you’re doing wrong, and I’m going to show you how you can fix it.”
Obviously, the latter option is going to get you better results and foster a more positive relationship with your sales reps, but the problem is that many sales coaches don’t have the visibility needed to tell sales reps exactly why a process isn’t working. Because sales enablement software tracks sales rep activity and utilizes analytics to tie activity to results, it’s easy to see where sales reps need to improve and where they’re doing well. You can use this visibility to communicate expectations and encouragement effectively.
Sales turnover drops by 3% when sales reps have formal coaching and increases by 1.4% among companies without formal coaching. –Aberdeen
A sales enablement platform can help you get your sales team back on track.
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