How to Create a Sales Enablement Strategy That Empowers Your Sales Team

A digital LMS platform can serve your sales team just as much as it can serve employees and customers. In fact, investing time and money in a sales enablement strategy is a surefire way to boost your company’s impact. A sales team cannot be impactful without the right tools and resources, and companies must regularly ensure that they are supplying the assets sales teams need for success.

Sales teams have always carried high-stakes roles. They are, after all, tasked with the important job of bringing in clients, and—when they are successful—they can even earn as much as their C-suite counterparts. A sales team’s ability to consistently perform at their peak directly impacts the bottom line and can ultimately be the difference between the enterprise’s profit and loss. In short, your sales team is critical to the success of your company, but many leaders are unsure of how to serve their sales teams with the right tools and resources to foster success.

Technology has certainly changed the everyday experience of sales teams. After all, we have more digital tools at our fingertips than ever before. Sales team experiences are digital experiences in 2022, and companies must adapt their sales enablement strategies with this in mind. A digital LMS platform can support your company’s goals and help bring your sales team into the digital age—it’s a critical component of a sales enablement strategy that empowers your team.

Here’s how to create a sales enablement strategy that empowers your team and helps your company reach new levels of sales success.

Prioritize microlearning and fast-track training adoption

Potential buyers never have the time or patience to comb through the plethora of information available about a product or service. They expect their salesperson to act as a partner, guiding them to the information they need about key product points and specific strategies to solve their business problems. In the digital age, salespeople must be able to think fast and get the relevant information they need at a moment’s notice.

It’s essential to prioritize microlearning so that your team members can easily find the nuggets of information that will help them serve their buyers. These short courses should be packed with the information sales professionals need and void of any “filler” or untargeted content. With shorter, more engaging, and more informative training, sales team members can easily access the information while they’re on the job.

Look for a digital LMS platform that offers a searchable course library and can support a large selection of courses. Mobile functionality is also critical so that team members can find the information they need while they are outside of the office, on a call, or in the field. The key to sales team success is to ensure that your team has access to the information they need to prepare sufficiently ahead of a sales call and respond appropriately when they’re asked a question.

Personalize training and let users learn at their own pace

Personalization is a buzzword across industries. In sales enablement, personalization is the critical component that bridges the gap between training and retention. With a digital LMS platform, you can create a personalized sales team training experience for your team that lets your learners take courses at their own pace and find information as soon as they need it.

Sales team members may have different focuses or priorities, and not all training or compliance courses will be relevant to each person. One team member may need to understand specific guidelines for sales in a unique territory, and another team member may have no use for information about that territory. And further, certain buyers may request additional highly specific information that others have no interest in. Just as we want our salespeople to personalize their interactions with potential buyers, sales enablement strategies should be personalized to the ever-changing needs of the salesperson.

Manage content on a digital platform

Outdated sales enablement strategies required in-person courses that were often repetitive, inefficient or did not provide the necessary information that teams needed while working in the field.

A digital learning platform helps leaders create a better sales experience because it makes every process more efficient and more targeted to the team member’s (and by association, the buyer’s) unique needs.

With an enterprise LMS platform, a digital sales enablement strategy looks like:

Continuous training with up-to-date information, real-time notifications and reminders, and the flexibility to learn anytime and anywhere.
Pre- and post-training knowledge assessments provide visibility into learner needs.
Supportive teams and easy connection to managers thanks to video conferencing tools and embedded communication tools.
Managers can easily review pitches by attending virtual meetings or watching a recording.
Digital asset management makes it easy for team members to access necessary sales content and resources that are updated, available in multiple formats, and easily accessible.
The platform enables guided selling so that sales teams are more informed about buyer personas and can have access to a contact record.
The platform is searchable so sales personnel can provide quick answers to buyers’ questions.
Managers can easily track training progress, class attendance, and certifications and also see how much time customers spend taking corresponding courses.

Make sales training accessible anytime, anywhere, any space

Flexibility is the key to success when running a business in our increasingly digital world. When you invest in digital tools that have a single function or use, you are setting yourself (and your team) up for failure. In this remote and hybrid work environment, many are dealing with notification overload and context switching, which can quickly throw a sales associate off track. This affects company outcomes and can significantly affect employees’ success.

To create a sales enablement strategy that truly supports your team, you need a learning tool that makes training flexible, manageable, and functional for each sales team member’s needs. Whether you’re a remote or hybrid company, or working in the office, salespeople need to have access to their customers and the data their customers seek in a seamless and hassle-free fashion. That’s why the ExpertusONE LMS platform integrates seamlessly with commonly used apps like Salesforce, Slack, and Microsoft Teams.

Placing your LMS within a system the sales team already uses makes it easy for them to stay on task and look up information without having to click back and forth between applications. The platform is operable online or offline, from a mobile LMS app or desktop device as well—proving the flexibility and adaptability that will help your team stay ahead of the competition in a fast-moving market.

Digital LMS software is a practical solution to the complexity of the digital sales process. With more and more ways to reach customers and more complex business practices due to the remote and hybrid work styles many companies embrace, it’s essential to have a centralized learning platform that can serve the sales team.

Equip your sales team with all of the tools and resources they need to succeed. Sales teams drive business, help companies reach their goals, and offer a close-up look at the needs of customers. Without the right tools, sales teams are unable to support potential buyers, leading to loss. Companies must invest in a comprehensive, digital sales enablement strategy that includes a flexible, customizable learning tool. This is the time to make a change in your sales enablement process. Invest in sales enablement tools so your sales team can drive growth.

Invest in digital sales enablement technology that can grow with you as your company grows. ExpertusONE’s digital LMS platform can function for small or large teams, and it offers the interactive tools needed to support your sales team and allow them to assist potential buyers.

Interested in what ExpertusONE can do for your company? Contact us today for a demo, and we will show you how our digital LMS platform can empower sales teams to achieve greater success in 2022.