Sharpsell.ai Sales Blog
Discover best practices, actionable insights, templates and lessons on sales playbook automation, learning and driving productivity.
Arun Subramanian
The key Sales Enablement metrics and how to measure them
Sales Enablement requires not only investing in the technology, but also in the content, processes and teams to ensure it is a success. Given the investment is not only on the platform but also on the organization to make it successful it important to get a sense of Return on the Investment. While a lot of organizations “know” that Sales Enablement is useful, they often struggle to measure “how much”.
Enabling Sales for the Remote Selling Ecosystem
Sales enablement for remote selling needs a new playbook, as experience has shown that not every practice common in live meetings were transferable to virtual settings. The shift in enabling sales representatives for remote selling has to be fast, yet strategic.
Elevate Sales through both Competition and Collaboration
Sales is a people-intensive process, and there is no single playbook for a successful sales conversation. What works for one representative will not work for another, depending on their personalities. For the sales enablement team, the ability to learn from every sales interaction is critical.
Explain Jargon, Elevate Sales
Sales representatives encounter a lot of jargon during their training. That helps them understand, memorise and retrieve concepts - which is a good thing. The problem starts when jargon spills over into real world sales conversations.
Help your Sales Representatives become Trusted Advisors with Sales Enablement
Only 32% of customers will trust a sales representative, on the other 88% will listen to a trusted advisor. So how does one convert the former into the latter? The answer lies in sales enablement done right.
How to accelerate your time to Sales Revenue?
Sales acceleration is that part of sales enablement that helps new hires speed up their time to sales revenue. It is mostly a function of training representatives to use content, analytics, and resources strategically.
Sales Enablement for Inside Sales vs Field Sales
Different industry sectors follow different sales strategies - and hence there is no one-size-fits-all sales enablement strategy either. One of the most critical differences to note for creating a sales strategy is the location of the sales reps - inside sales or field sales.
B2B Vs B2C Sales Enablement
There are subtle differences between B2B and B2C sales approaches. Knowing these nuances is critical to designing, training, and creating collateral that is useful to the sales person on the field.
7 modern ways to increase productivity of Pharma Sales Reps
With access to HCPs becoming a daunting task for the medical reps, organizations are finding newer ways to prepare reps to become more effective. Here are 7 modern ways of equipping the reps with the right enablement and learning tools to become trusted advisors to the HCPs.
Sales Enablement Best Practices
As organizations are looking towards sales enablement to drive higher sales, the goal now is to transform sellers into subject matter experts and trusted advisors. This article highlights the sales enablement best practices for it to really deliver on its potential, beyond just drafting strategy that looks good on paper.
Sales Enablement for Indian organizations
Post-pandemic, the sales departments of major corporations are coping with an enforced shift to a hybrid model of sales. In general, most organizations have been caught unprepared by the scale and speed of the migration. These organizations are now looking seriously at sales enablement platforms to smoothen this transition for both managers and field staff.
Why is tacit knowledge the most important piece of puzzle in sales training?
Tacit knowledge is knowledge that is not formally codified through documentation. In large organizations with distributed sales forces, it can in fact, form the bulk of the knowledge held by its customer-facing employees.
The Power of Personalization in Marketing
Customers no longer like to be treated as a group of people with similar interests, they prefer to be treated as individuals with very specific likes and dislikes.
Is your Sales team qualified enough to sell your product?
For many industries like pharmaceuticals, financial products and technology products; the products are created by scientists, engineers or subject matter experts who are veterans in developing them. But how often do we see these experts out in the field, selling it?
Sales Enablement platform success - the content angle
Most Sales Enablement platforms ensure the latest and relevant content availability. However, creating personalized content for the customers is equally important to ensure the best ROI on the content created.
6 reasons why a Sales Enablement platform is essential for field sales teams
Customers sometimes ask complex questions about the product. If your field sales reps frequently need to say “I will get back to you on this”, this article might help you.
Helping sales reps when the typical attitude towards training is “I know everything”
If you were a manager or a sales trainer and tried to teach the technical aspects of the insurance policy or laptops, the rep is unlikely to retain the information without getting confused. If you have tried, you might have received a response to the tune of “I know everything”.
Sales Readiness For Trainers and Reps - Improve Effectiveness In A New Pharma World
Covid has brought massive changes in both – the ways in which sales reps operate and their training. Now, there has been a paradigm shift. Following the same plan month on month does not work anymore. Reps are now required to ‘think more’ and not ‘just execute’.
Sales Enablement will superpower your CRM, not replace it
CRM and Sales Enablement are complementary to one another, not substitutes. CRM softwares are powerful tools which help the sales teams organize data in the sales process. Sales Enablement makes the reps more effective by helping them close deals faster.
3 Ways To Position Your Sales Reps As Expert Advisors
There are certain traits that every sales rep should have, so that customers and prospects see them as experts at every interaction. This article explores how this principle can help your sales rep go from rookie to pro.
Why Pharma Sales Enablement Is a Necessity for Success
Pharma is among the toughest sectors to be a salesperson in. The customer base is diverse – from individual doctors to nursing homes to large hospital chains with dedicated procurement departments.
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