The answer to this question is no. Sales enablement is not the same as sales readiness.
Sales readiness is a crucial first step in the sales process. The ability to provide an answer or solution quickly when needed, whether it be through messaging or content, can make all of the difference for your company and its customers.
However, Sales Enablement goes beyond this by organizing departments like sales and marketing so they can fully take advantage of these tactics across the board. Sales enablement helps teams work closely with departments throughout an organization on strategy development as well as training programs so everyone knows how best to use their tools at any given time
These are two very important pillars of success which will help you reach top-level performance day after day. A recent study showed that the average salesperson is only about 20% prepared for their day. With millions of dollars being lost every year to a lack of readiness, companies are looking to increase employee’s ability and knowledge in order to ensure success rates go up.
What is Sales Enablement?
People have a flawed image of what the sales profession entails. They think that all it takes is for one person to be able to sell just about anything, but they are wrong. You can’t sell something to someone who isn’t interested. Agents may waste a lot of time trying to sell something to everyone even with the knowledge that they have of their service offerings and products. A part of Sales enablement focuses on granting agents with easy access tools such as:
The tools and content of a sales enablement program allow reps to effectively communicate with customers throughout the buyer journey.
What is Sales Readiness?
In a sense, sales readiness is the realization of sales enablement. Enablement provides reps with everything they need to go out into the field and sell; however, it's not enough for them to just have this equipment at their disposal - there needs to be something more than that. Readiness is about making sure they're prepared for real-world interactions by using digital tools such as:
Practice sessions in order achieve maximum effectiveness on behalf of your company. This reduces potential risks associated with having an unprepared team member enter buyer territory without all the necessary knowledge required.
Sales Enablement
Sales Readiness
With two different goals in mind, sales enablement and sales readiness are both important. While the former leads into the latter on a path to successful interactions, it is also true that they share many common objectives as well.
Benefits of a Sales Readiness Program
Benefits of a Sales Enablement Program
Businesses that choose not to explore artificial intelligence will soon be left behind. Artificial Intelligence is the future and it's time for organizations of all sizes to start exploring ways in which they can implement AI solutions within their organization, even if only on a small scale at first.
A recent McKinsey survey published in November 2020 reveals that 50% of respondents said their business had incorporated artificial intelligence into at least one department. For sales enablement and sales readiness, AI can mean the difference between agents instantly finding quality content that can help convert prospects to customers on the one hand or sifting through an expansive digital database with no end in sight on the other.
When it comes to sales, the difference between being ready and enabling others can be huge. The good news is that you don’t have to do either all by yourself!
Contact us today to get started with an assessment of what needs work so we can turn your organization or business into a well oiled machine. We offer free consultations as our way of helping you figure out how we fit best into your current processes or goals and finding solutions together!