Almost three years ago we talked to you about Sales Enablement on this blog , and today we are going to talk about a concept that is closely linked to it: Sales Readiness . Have you not heard of it yet? Well, we are going to clarify what it consists of, differentiate it from Sales Enablement and understand how it can help you improve sales and the long-term relationship with your customers.
If we already told you that Sales Enablement can be translated as Training for sales, we understand Sales Readiness as preparation for Sales . It is important to know, therefore, that the main difference between both concepts is the same as that between planning and execution.
Mockups CP 36 - CatalogPlayer
With Sales Enablement we ensure that the sales team has everything they need to go out and sell , while Sales Readiness aims to ensure that salespeople are prepared for the interactions they will encounter in the real world . And with this, logically, we seek to increase the success rate of these interactions.
There are three key points in this regard: training, practice in the field and collaboration between salespeople (and even thanks to AI). We already told you some time ago in this video that our sales tools can help detect salespeople's best practices and, thanks to this, provide greater commercial empowerment and autonomy.
Tip #7: Empower your sales team to sell more from ecuador whatsapp data Catalog Player on Vimeo .
Sales Preparation: Multiplier Factor
Most companies already rely on sales training to provide a basic framework for their sales team and ensure that they always have the materials and resources to sell at their disposal (which is why sales tools such as Catalog Player are essential ).
But we cannot and should not forget that the knowledge and skills that are transmitted at the beginning of any sales campaign or in any phase of OnBoarding of salespeople, decline more quickly than desirable. And we need a sales team that does not lose the ability to interact in a qualified way with the client or potential client . A sales team that masters the sales process, the changing arguments and the possible responses on the ground. A sales team that is always in shape.
Proactive learning
Knowing, therefore, that we have the basic material prepared, another of the key points to have a well-prepared sales team focused on business objectives is to consider what type of conversations salespeople should have to be successful . This is where Sales Readiness comes into focus , which aims to have salespeople “ready” by mastering a speech well aligned with our strategy.
It is true that we cannot ensure success without a certain amount of sales talent, but we can help to detect possible shortcomings and help correct gaps in the arguments. For this reason, we can use micro-learning content that we can share regularly with our salespeople, in the form of content or video capsules, or through the intelligent recommendations of our sales platform.
Impetus to grow
When our company is considering any type of growth aimed at, for example, seeking new markets, selling new products or targeting new buyers, it will be essential to modify the sales team's discourse. This will be the time to consider what conversations our salespeople should have in new areas that were previously unknown, what possible objections they will encounter and what responses they should have prepared.
This makes it clear that it is a process that has to go from top to bottom , and start well planned from the sales management towards the commercial team that has to be driven. An integrated and structured process that has to take us to a stage of more and better sales.