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Businesses in every industry are benefiting from effective sales enablement tools and strategies. Instead of using trial-and-error methods to hope for sales, the strategy utilizes defined and proven tactics that improve the buyer’s experience and ultimately increase revenue and profits. Once you understand the latest trends in the sales enablement industry, putting them to use in your own unique market is an excellent way to guarantee your company’s growth.

What is Sales Enablement?

Sales enablement is the strategy of training your sales reps to sell. Simple, right?

Essentially, every company already has their strict guidelines to teach employees how to speak to customers and land the sale. However, if the company handbook isn’t keeping up with the ever-changing buyer trends, the strategies become stale and ineffective. You can change your course by implementing the best sales enablement tools and creating more effective measures.

Here are five booming trends in the sales enablement industry that you’re likely missing out on.

#1 AI and Machine Learning

Artificial intelligence (AI) and machine learning are changing the landscape of the sales enablement industry. The technologies are effective in analyzing extensive data to identify trends and make predictions about sales performance. When these routine, yet crucial, tasks are performed by AI, your hardworking staff can put more of their focus into what they do best—engaging with their customer base and practicing more strategic activities.

How Does AI Predict Sales Behaviors?

AI uses historical data and patterns by studying external sources that predict sales behavior. With this critical information, your sales team is granted insights that help them practice more data-driven strategies. Thankfully, the days of cold calling are essentially over.

Here are a few ways you can use AI to find active leads and take your sales tactics to the next level.

  • Assess leads that have historically proven to be more likely to convert based on the company’s size, industry, job title, etc.
  • Judge ongoing customer satisfaction by analyzing buying behavior, conversational tones, and more to identify at-risk accounts.
  • Create engaging, highly targeted campaigns that speak to your customer base.
  • Use AI to create more successful product launches based on past events and other market data.

So, the real question is are robots going to take over the world? Yeah, probably one day. But for now, AI teamed with a well-trained sales and marketing department is the best bet for industry domination.

#2 Sales Coaching and Training

Every successful sales enablement team receives excellent sales coaching and training. As the sales industry continues to become more competitive, investing in ways to nurture your team is the key to success. While each strategy will have minor differences, the key components should always include:

  • Personalized training modules and coaching tools;
  • Continuous opportunities to learn even after the onboarding process;
  • E-learning resources that staff can use to evolve outside of the office;
  • Solid mentorships and open-door policy to discuss challenges and successes;
  • Dedicated statistics showing your sales team’s growth and goals; and
  • Encouragements and financial stipends to attend off-site conferences, networking meetings, and other events related to your industry.

Investing in your sales department members creates solid employee retention and a strive to succeed.

#3 Customized, Well-Tailored Content

In our digital world, content is king, queen, prince, and princess. The buyer’s path is not complete without well-tailored content developed by a marketing team and an epic sales rep to help guide a consumer along the purchasing journey.

According to Invoca, 81 percent of retail shoppers conduct online research before making a buying decision. Your sales enablement content strategy should include well-tailored ideas that show a customer exactly what you can offer. Find out what buyers are asking by conducting market research, analyzing competitors, creating detailed FAQ pages, and drafting comprehensive product descriptions.

Today’s consumers have unlimited resources to research a company’s product. With online reviews, buyer’s guides, and peer interactions, customers can easily dismiss a business with unclear product descriptions and settle for a competitor. Once you understand your customer base, you can create personalized and custom content that answers questions and retains their loyalty.

#4 Sales Analytics

Sales analytics are another trend that is emerging in popularity in the sales enablement industry. By studying sales data, businesses can gain valuable insights into their performance, identify areas of improvement and make data-driven decisions.

Consider using sales enablement tools to create robust analytic capabilities to help your business track key performance indicators, measure the effectiveness of your sale’s campaigns, and optimize your sales for better results.

#5 Mobile Sales Enablement

Thanks to the recent boom in remote employment, sales teams are increasing their work hours out of the office. Utilize the best sales enablement tools and platforms that offer mobile apps to help your sales and marketing teams access critical content and information on-the-go.

You can also use team communication platforms like Slack, Zoom, Monday, or Asana to create a one-stop shop for access to team networking opportunities.

The Bottom Line

The sales enablement industry is constantly changing due to evolving trends and emerging technologies that help companies improve their sales processes and drive revenue growth. If you’re having trouble keeping up with the trends, consider hiring experts in the market to show you how to train your staff about the most effective industry strategies.

Contact us when you’re ready to find out how a solid sales enablement strategy can improve your business. We’ll help show you how to incorporate profit-boosting tactics like, increasing collaboration, creating content, adapting to change, and providing data-driven, proven strategies that enhance sales effectiveness.