A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversation is defined as sales enablement. Enhancing ability of sales team to increase revenue via sales is important. As a growth business you should develop a singular focus on the key sales and business development activities that have the potential to drive the most amount of growth to business and profit to your bottom line.
Performance analysis is done on the basis of three steps. Data collection, data transformation and data visualization. Data collection is the process by which data about program performance are obtained from an executing program. Data are normally collected in a file, either during or after execution.Sales coaching is given to people , so they take more responsibility for their sales performance by actively challenging their own excuses. Sales people who are trained are more accountable but also feel more supported.
In large organisation, more focus is placed in creating the right material and assets needed by the sales force and the channels organisation. The assets include brochures, data sheets, logo art, advertisement, web banner ads, email banners , website creative, artwork and graphic works etc. More large companies report having Sales Enablement functions than the small ones.
Read the full article here