Top 6 Sales Enablement Best Practices

Sales enablement continues to be a key driver in increasing sales performance.

“At companies with best-in-class sales enablement practices , 84% of sales reps achieve their quota. ”

B2B sales leaders must evaluate their sales enablement practices relative to their team being equiped to achieve goal. With best-in-class sales enablement practices in place, your sales team has a significant advantage to meet sales quotas and increase ROI.

We dissect the top 6 sales enablement best practices aligned with Forrester Research to help B2B sales leaders determine where to focus for increased sales productivity:

1) DEVELOP

When sales reps are able to develop new selling techniques based on buyer behavior, not only are customers more effectively engaged by a sales rep but also the customer experience is improved, increasing purchase likelihood. The role of the B2B sales leader is to ensure proper sales training and the sales management infrastructure is in place to encourage utilizing the tools and customer intelligence sales reps need to develop a more personalized customer experience.

For example, a sales rep is better equipped for a conversation when he/she has access to the intelligence that a particular customer has already had three touchpoints, one of which was downloading a white paper that is aligned with a purchase decision.

“Companies with best-in-class sales enablement strategies experience 13.7% annual increase in deal size or contract value.”

Uncover the other best practices here.