Effective Sales Enablement

“Sales enablement” involves marketing in supporting the sales force and increases sales by optimizing the sales process.

Essentially, sales enablement is the package of processes that companies assemble to equip their sales professionals to do their job. A good sales enablement program equips salespeople with know-how, skills, procedures and resources, so they can give buyers a great experience, sell more, retain repeat clients and be more productive.

Every company sets up its sales enablement activities according to its own wants and needs. No matter how firms define and organize their sales enablement operations, sales enhancement activities help salespeople by planning and developing of support programs, activities and relevant materials.

Sales enablement develops sales support programs, activities and materials.

The challenges of selling add up quickly for business-to-business (B2B) salespeople due to the often-complex nature of these sales, as well as the extended period they require to close. Salespeople in the B2B arena usually must convince an entire...