What is sales enablement software?

Before we dive into the details of what exactly sales enablement training software is, it’s first important to understand the greater enablement landscape. Sales enablement has become a growing strategic priority over the past few years and is rapidly growing. Here at Seismic we define sales enablement as the strategic use of people, processes, and technology to improve sales productivity and increase revenue. Therefore, sales enablement software is any tool or piece of technology that helps organizations drive growth and revenue.

It’s also universally understood that the better your organization is at enabling a sales team, the more revenue your reps will bring in. To do this, sales teams need to incorporate training into their ongoing enablement strategy, and that’s where sales enablement training software comes in handy.

The role of sales enablement training software

Sales enablement platforms are a vital tool that every organization should consider. Using them can better enable your reps to improve their selling skills and rapidly increase their chances of making a successful sale. 

The sales industry has always been and always will be one of the most competitive fields of industry. It’s a constant battle to stay up-to-date with all of the latest technology and the best sales methods, not to mention staying ahead of your competitors. And, one of the biggest factors involved in your overall success is how quickly you can ramp your new sales hires. 

Properly implementing high-quality sales enablement software allows you to ramp new hires faster and enables your sales team to increase your sales force’s overall performance. Sales enablement training software also provides ongoing training to your existing sellers so they can keep their skills sharp and stay up-to-date on your organization’s products, messaging, customers, and more.

The connection between sales enablement and training

Sales enablement and sales training may sound interchangeable, but they refer to two different parts of your organization’s sales framework. Sales training is used to provide sales reps with the skills, knowledge, and strategies they need to close as many deals as possible. On the other hand, a sales enablement strategy provides teams with vital data, content information, and the tools and resources required to optimize the selling process. 

So how do sales training and sales enablement come together? The end goal of both sales enablement and training is to optimize the sales process. Sales training teaches individual sales team members everything they need to do their job. Sales enablement encourages sellers to use the things they’ve learned and tools they have access to in a holistic way to create a better selling experience for prospects and customers.

The benefits of using sales enablement training software

As we’ve established, sales enablement training is a vital part of optimizing your sales team. However, this process can’t be done without the use of proper sales enablement resources and tools. The right sales enablement tool has the power to make the selling process more efficient for both salespeople and customers. Here are just a few benefits of using sales enablement training software. 

1. Ramp new reps faster

Traditional sales onboarding is ineffective. Hosting in-person training sessions, delivering drawn out presentations, and asking reps to shadow a senior seller isn’t the best way to ensure they know what they need to do their jobs well. It also takes up a lot of valuable time where your sellers could actually be selling. Sales enablement training software provides a streamlined way for sales reps to learn the information and skills they need using far less resources, time, and money than old-school training methods.

2. Deliver consistent training across reps

Another major bonus of using sales enablement training software is that you don’t have to worry about some employees learning key pieces of information differently than their peers. Sales enablement training software provides a place for you to organize information and training content so that training is consistent and efficient for everyone.

3. Provide reps with ongoing access to training

Not only does it improve the initial training and enablement process, but access is also far less limited. Before, sales reps may have had to go out of their way to access the training and enablement they needed when they actually needed it. Now, sales enablement training software keeps all of the information and resources in one easy-to-navigate place.

4. Track training progress

Lastly, you can keep tabs on which employees are excelling with their training and enablement and identify those who may need a little more help. Sales enablement training software provides you with data and insights about how your sellers interact with training, how well they’re comprehending the newly learned information, and if they are overdue in completing essential training.

Popular sales training topics for sales enablement

Sales enablement is multi-faceted, which means there’s never a shortage of topics and material you should include in your enablement training program. By using sales enablement training software, it’s easy to deliver online training courses on the following topics:

Buyer personas

A buyer persona represents a detailed description of your organization’s target audience It’s formed by taking all of the data gathered about a sales team’s ideal buyer and formulating it into one fictional person, which they can use to represent what to look for in future target audiences. 

Buyer persona training teaches your sales reps how to understand a buyer persona and use it to optimize their sales strategies toward the target audience. Buyer persona training may also include information about formulating a buyer persona based on previous selling data.

Product knowledge

This ensures that sellers are up-to-date on all of the product knowledge and messaging. This may also include knowing how an individual product works with the full range of offerings your company provides.

Sales tips

There are so many sales skills you can train sales reps on, such as communication, professionalism, and the art of negotiation. Communicating those sales skills to your team shouldn’t come as a challenge, and you should be able to pass along a sales skill of the week to your sales team. The best sales enablement platforms give you the ability to democratize vital information and spread skills across your team with ease.

Sales skills

It’s essential for sales and marketing teams to be singing the same tune. Create some lessons that will help each team communicate with the other one by informing each what the other is doing. Also, include sales marketing tips to keep them both on the same page.

Sales collateral

Sales collateral is a fairly important part of the sales enablement process. Using data and past experience, sales leaders and sales teams create specific content with your organization’s unique sales methods and strategies in mind. This content is intended to complement your sales method in a way that moves prospects through the buying process more quickly and efficiently, nudging them further toward becoming a customer.

By providing your sales team members with proper training, you can help them hone their skills and provide them with priceless knowledge about how to use sales collateral to their advantage. Using sales collateral to their advantage will drastically increase their success rates and the speed with which they can complete a sale.

Deliver sales enablement training with Seismic

If you want to create the best sales training for your team, it’s time to leverage sales enablement training software. When sellers have the right tools and knowledge they need to do their jobs, teams close more deals and grow revenue. Companies use Seismic’s training and coaching software to ramp new reps quickly, hone essential skills, and deliver essential sales coaching at scale. If you’re ready to unlock your team’s potential and grow faster, get a demo.