Sales enablement is about the effective use of people, different processes, and technology to increase sales productivity and revenue. Simply put, it is the process of giving your sales team everything they need to close more deals. This cross-functional discipline is designed to improve your salespeople's results along the entire customer's buying journey.
Sales enablement teams can run a wide range of activities. It includes onboarding, creating sales assets and training content, implementing the sales coaching strategy, communications, and managing sales tools.
Depending on business size and industry, it may only have one person responsible for enabling the entire organization on a full- or part-time basis or multiple dedicated professionals focused on every piece of the sales enablement strategy.
Sales enablement is not just teaching your salespeople about products, value proposition, or even how to sell better. It's about enabling salespeople to bring in more business.
Enablement helps by accelerating your sales teams' credibility with your customers and building relationships that will strengthen over time. Sales enablement allows companies to keep up with evolving buyer expectations and gives your sales teams the tools and content to guide prospective customers through their buyers' journeys.
Lead qualification refers to determining which customers are most likely to make an actual purchase. It's an integral part of the funnel, which often takes in many leads but only converts a small amount of them.
Foundational readiness is all about creating a ready-to-execute onboarding plan for every role in the sales team. The main goal of the foundational readiness is to accelerate new agents' time to full productivity and improve knowledge retention across every possible sales role in the sphere.