The tide of business is always changing and business information keeps changing alongside as well. From product-related information to selling methodologies, there is a lot that reps need to know about closing deals effectively. And, this is only possible through a sales-readiness program Sales readiness is certainly a strategy to equip reps with necessary knowledge and skills apart from tools and techniques and make the most of every buyer-seller interaction. It is a 360-degree approach to getting reps well versed about business `and creating confident sales professionals. Now, there are two strategies that reps must understand to target more deals and that is- Sales Readiness and Sales Enablement. Let us understand the difference below
Sales Readiness vs Sales EnablementAs both these terms look quite similar to one another, there are some differences between each other and both are crucial for driving successful and engaging sellers. As mentioned above, sales readiness is certifying whether the sellers possess relevant skills and knowledge to conduct effective conversations throughout the deal’s journey. It is basically making reps ‘sales ready’ to engage in real-world interactions. This can be achieved through regular coaching, training, or assessment. One of the best sales readiness tools is to have an informative and updated knowledge base with a specialized curriculum on sales activities, learning videos to enhance sales pitches, instructional guides, etc. On the contrary, sales enablement is the process of providing reps with necessary tools and resources to close more deals. Once the reps are sales-ready, only tools can be allocated to them, which helps them understand customer pain points, product recommendations, etc., and create meaningful conversations with the prospects. Sales enablement tools include a robust sales CRM with enhanced functionalities like contact management, pipeline and forecast management, reports, analytics, etc. Deloitte report states that customers are shifting from being product and solution-focused to seeking value-laden experiences from start to finish. So, to provide such kind of experiences it is essential to make sellers sales-ready before imparting tools for tremendous business growth and increase in ROI.
Scaling up sales readiness in organizationsSome of the problems experienced by sales professionals are onboarding new hires, addressing skill deficiency, ramping up the performance level of underperformers, etc. And, the right sales readiness initiatives can amp up sales goals, and provide a world-class product experience. One of the desirable solutions to carry out sales readiness programs in an organization is via learning management systems or LMS software. With an LMS you can execute sales readiness program like
- Deliver personalized or customized product trainings, soft skills programs, compliance training, etc. to the reps with live exercises, assessments, etc.
- Conduct pre and post-sales meeting and initiate knowledge check through polls.
- Provide game-based elements like quizzes with exciting rewards to boost their motivation level.
- Gain action-oriented insights about team performance with dashboards, reports, etc, and track business metrics.