Sales Enablement Training Priorities for 2021

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As we got rid of isolation and resumed normal business activities, we heard more about sales support. But what is sales enablement? For professionals outside of sales and marketing, this may be a new term, but as we move forward, it is essential for success. It is also important that learning and development professionals understand the concept and scope of sales support.
Sales support includes many elements, including tactical and strategic elements. The first thing most people will think of is to secure the necessary resources for your organization’s sales team so that they can complete more transactions. This means business intelligence, prospects, slides, samples, and a planned team. But there is more. Sales support can also ensure that customers and potential buyers get the information and other support they need to purchase. This sounds like marketing, but… there is more. Sales support is cross-functional and “resources” include all content in the suite: content, tools, technology, CRM and reports, training and skills, research, event plans, and more. Where is
L&D suitable?
The sales enablement system and item combination methods will vary by industry and organization, so there will be no “standard” method that can be applied anywhere. However, the building blocks necessary for the success of sales teams and other functional departments fall into the same broad categories that have always existed from onboarding to strategic-level learning and development.
Tactics
An easy-to-understand “pipeline” process to organize sales processes and events
Understand the concept of “qualification”
Sales skills (virtual and face-to-face)
Skills needed to qualify prospects or prospects
Capabilities (understand
Resources and materials needed to support each element
Technology related skills
Skills required to complete sales
Strategy
Activity planning
Product / service / product knowledge
Training and support for channel partners
Using the CRM system
Resources sales support
For L&D, most of these are handled through induction training, coaching, sales training, and software training. In today’s environment where you must work remotely, we have many technologies to support all these elements.
Scenario-based training and simulation
The general approach and some tools are described in the learning solutions article. Short simulators are a specific method that can be developed quickly.
Product Knowledge Training
There are many applications and other software that can improve the knowledge level of the sales team, make them more effective, more efficient, more responsive, and improve customer satisfaction. Product knowledge training has been implemented in most industries, especially banks, pharmaceuticals, financial services, and technology companies. It is also used for sales induction training to help sales teams get started quickly and shorten revenue generation time.
Advanced learning method
Interval repetition is also an excellent learning method, and there are applications and software that can do this. Most are more suitable for personal use than L&D, but they are effective. In addition, note-taking applications are also worth considering.
Gamification and micro-learning are also very useful for sales training as a remote application. Learning Solutions has published several articles about these applications.
Priorities for 2021
In 2021, sales support must be supported by L&D and sales leaders. Training and introductory product knowledge are indeed crucial parts, although they require more time to implement and require more attention from leaders. Interval repetition, gamification, and micro-learning require development time and are relatively new methods, so L&D will have more work to do to implement them. But the good news is that they are a long-term addition to the complete work method catalog.

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