For any mechanism to function smoothly, there needs to be the right tools and proper knowledge of using those tools efficiently. It doesn’t matter what shiny sales enablement tools your solution brings to the table, if your sales force isn’t fully aware or doesn’t have complete knowledge of their responsibility, it won’t work! Therefore, to ensure that your sales force doesn’t scare away the prospects, enable them to self enablement.
For instance, what if you have a cat that you love more than anything and you have to leave it with a sitter for the weekend, but in a conversation with him/her you find out that the sitter has hardly any knowledge about handling your pet?
Even if the sitter is extremely compatible with dogs, you wouldn’t trust them with your cat because they’re unequipped for what is required. Similar is the case with your prospects.
Self enablement is all about your sales force developing more skills and resources along with the learning habit for themselves so that they are ‘Mr. Know it all’ in any client conversation. Ultimately, this is the key that will drive their performance to facilitate the tools and solutions that will help them.
Learning is what enables self enablement. The time you or your sales representatives spend on gathering more knowledge about a client or an industry, on developing skills and techniques, or on mastering a sales automation tool will not only lead to the success of your organization but also to individual growth.
The focus should be to have more in-depth knowledge and analysis of data about the product or content than the person you’re going to be in a room with. Sales representatives who practice self enablement don’t just sell, they also educate the prospects that in turn, is seen by them as value addition, and humans are attracted to other humans who can add value, it’s our nature. If sales enablement is a vehicle, self enablement is the driver.
There is not one single guide to enable the self but there are of course some tried and tested ways that can help your sales team up their game.
Here are some strategies successful salespeople have tried and enjoyed the fruit of -
No matter what source or channel you prefer, just don’t stop learning! Staying up-to-date about your products, competitors, prospect’s industry, and the consumer can give you an edge over the others and help you add value. Sharing knowledge with others also benefits you by introducing another perspective to it. So next time you come across a good article on sales management training, share it with your team.
From advanced techniques to basic sales enablement practices, there’s a new page added to these books everyday! Take up in-class or online courses to upgrade yourself with the latest tactics and concepts that help you become better at what you do. Learning is an endless process, so don’t be shy if you’re forty-five. Put on your learning glasses and enroll in that sales training course you’ve been seeing online.
Now that we have established learning is an endless necessity, we can also agree that it starts with ourselves. Sales representatives who do a regular introspection find their limitations before someone else does and it helps them stay a step ahead. As Tyron Edwards has rightly said, “The error of the past is the wisdom and success of the future”.
If you are to get in a room with your prospect to close a deal, you better be prepared enough to recite the material you’re presenting backward. In today’s time, where information on any subject is available at your fingertips, being familiar with your company’s content is not sufficient. You need to be well-versed with the content you’re sharing as it’ll not only help you feel confident, but it will also give you the opportunity and time to add more value to the information it contains.
Understanding your existing customer unlocks your brain to understand the next one. Observing the personality and behavior of your customer helps you understand and anticipate the needs of your prospects. Sales representatives who spend quality time with their customers and make significant observations are better equipped to connect and bond with their prospects.
Though taking out time to learn from one’s already busy schedule might sound a bit out of our comfort zone but once you see the impact it can make, you’ll only want to do it more. The best way to bring something into practice within your sales team is to make them responsible for it. Start by making everyone learn & share something new on a weekly or a monthly basis and watch the outcome of the magic!