This post was originally published by Allyson Dobberteen on lessonly.com.
Investing in a sales enablement platform is a big step for most organizations, so it usually takes quite a few stakeholders to give an enthusiastic “yes!” before we’re in business. If you’re the one steering that ship, you’re probably fielding quite a few questions on your own. We’d like to help—either by jumping on a call with your crew or by guiding you through some of the toughest questions you might face.
Let’s start with some of the basics that you’ll hear over and over (and over) again.
The Basic Sales Enablement Software Questions
“What is sales enablement software anyway?”
Because the world of sales enablement training is still in its youth, some people are unfamiliar with what enablement software does and how it can save them thousands of hours in the long run. t. As the one steering the ship, it’s your job to introduce them to this wild and wonderful world. Of course, you can start with basic definitions and examples, but the quickest way to a clear understanding? Results.
Be clear about what the best sales enablement tools can do for your sales team. Sales enablement KPIs are powerful things—productivity, efficiency, an increase in revenue, the list goes on. Focus on the biggest problem areas for your organization, and make your explanation impactful, measurable, and metrics-based.
“How will this sales enablement tool deliver on its promises?”
If you’ve looked into sales enablement content for even a moment, you know that it promises a lot—and for good reason. For example, you can train and enable sales reps 62% faster with SaaS sales enablement like ours.
But for the newly initiated, the “how” matters a lot. Obviously, a demo can go a long way, but the important thing to highlight is what daily use would look like. How would this software enhance your reps’ day-to-day interactions? Demonstrate how they’ll have the most relevant, most effective material to close bigger, faster deals. Show the consumer insights you’ll gain and how you’ll be able to use them to improve your sales methods. In short, show off all of the bells and whistles you can think of.
Beyond the Basics
Let’s dig a little deeper into the sales enablement framework you’ll need to convince your biggest stakeholders that it’ll all be worth it. It’s time to get to the nitty gritty.
“What kind of content can we use this software for?”
One of the biggest benefits of taking your enablement online is the ability to update it regularly. Gone are the days of lengthy manuals and expensive print runs. Now, your content can be updated with the click of a button.
Many organizations start with product education. You can update your messaging, product lines, and pricing quickly and inexpensively. Other organizations start with sales tips, skills training, practice scenarios, or industry knowledge training that helps their reps bring their understanding of the product or service into the world.
“What sales enablement materials should we focus on first?”
Of course, there are different schools of thought on this subject, but this question is a great sign. They’ve gotten beyond the “why” and are thinking about how to make this sales enablement program of yours worth every penny at their organization. Your content will generally fit into two major buckets—internal and client-facing.
Internal content includes training, coaching, tools, and strategy. To put it simply, it’s anything that your reps need to do the rest of their jobs well. Client-facing content includes marketing efforts, presentations, and resources. An effective sales enablement tool will help you identify what materials convert best so that you can focus your efforts efficiently. We recommend starting with the internal stuff, because it makes the external work much more effective when you do get to it.
“Will our sales team spend more time selling if they use it?”
Let’s keep this one short—the answer is “yes.” But it’s a “yes, if.” Like any tool, your team will need training on how to use it well. The good news? Once you’ve implemented a sales enablement solution, that training and equipping is much easier, faster, and more effective.
“How long will this take to implement?”
Now we’re talking! If your stakeholders are asking “how fast?” That’s a really good sign that you’re getting somewhere. Every situation is different, so you’ll have to rely on your software rep to get a good answer for this one. (We promise, they don’t bite!)
The Next Question
“Okay, I’m in! Can we talk to the Lessonly by Seismic team?”
That’s what we like to hear. Lessonly by Seismic is the powerfully simple training and enablement software for sales teams like yours. Our own reps are ready to guide you through all of these questions (and more) right here: www.lessonly.com/demo