With the rise of the internet, the way customers buy has completely changed.
Before, sales reps had all the power in a transaction.
Today, customers have the power.
The internet provides nearly limitless resources for consumers to find your brand and learn everything about your products or services.
In order for startups to find a foothold in 21 st -century markets, they need to embrace sales enablement, a method by which you will gain clients, keep them, and ultimately see a large ROI.
Sales enablement is comprised of the tools, technologies, content, and processes used to help sales rep sell more efficiently and at a higher velocity. It’s strategic and ongoing. It’s customer-centric. It’s about prioritizing and investing in your sales team.
When your company lives and breathes sales enablement from the top down, your sales team will be able to more effectively sell to today’s savvy customers and, ultimately, bring in more revenue for your growing business.
Related Article: Why Misunderstanding Startup Metrics Can Cost You Your Business
Here Are Four Reasons Why Your Startup Needs Sales Enablement
A Need for Revenue
It’s an undeniable fact: Start-ups need revenue. All your big goals, your strategic directions, even just hiring much-needed new employees—it all requires capital. The only way to get the capital you need to grow your business is to bring in revenue.
Sales enablement practices and strategies are just what your growing company needs to close gaps, tighten loose bolts, and squeeze every last opportunity.
When you’re looking for every last opportunity to make more revenue, ensuring your teams, your tools, and your practices are working towards a shared goal is key.
A Growing Team
Sales enablement includes a lot of training and coaching, but it goes deeper than your afternoon “sales require relationships” seminars. It ensures you work with your sales team on an individual and group basis to work on reps’ strengths and weaknesses so they can grow and stay relevant in a changing environment.
Since you’re constantly hiring new people as your company grows, having an integrated strategy to get each new hire onboarded, up to speed, and growing is imperative to ensuring your sales reps can bring in the revenue you require.
Lead & Close
Marketing is big and flashy and will bring in potential clients often faster than your sales team can manage them—especially if you’re a start-up with only one sales rep to start. Regardless, you’ll be expected to close the deal.
With alignment between sales and marketing, you can plan for and avoid the pitfalls of overloading a sales team unable to keep up with marketing’s influx of attention. Instead, your teams can grow as they collaborate and support one another.
Spend Every Minute Selling
One of the biggest complaints of any sales rep is that there’s too much time wasted on admin tasks. These tasks are necessary, of course, but it does mean less time for revenue generation.
If you only have one sales rep, you certainly want to maximize every hour of your employee’s time.
With enablement, you can minimize time spent away from selling by investing in the right sales tools and technologies. This is important for a start-up when every second count.
These are four examples of why start-ups need sales enablement. As you likely already know, a whopping 90% of startups fail. Don’t be a statistic. Get started on the right foot and ensure you build and develop a strong sales team by prioritizing sales enablement in your new business.