The modern age is now adding a new flavour in the business industry. Considering how the new generation of consumers is reshaping the way companies promote their business, products, and services, acquiring sales seem to be in a clearer perspective this 2019, especially for sales enablement leaders.
As heads of a growing function, sales enablement leaders are learning more about how to succeed in their roles with each passing year. Sales organisations have come to appreciate the value that sales enablement solutions can offer, particularly in shortening the length of the sales cycle and increasing pipeline opportunities.
In this article, we will discuss the most impactful sales enablement techniques that you should utilise in your business. To start with, here are the four sales enablement trends that you should watch out for this 2019:
1. Sales Coaching and Learning
Gone were the days when salespeople gain all the knowledge and techniques they have to use on the field. Today, most companies are giving time and effort in nurturing their sales team before deploying them on the field.
In 2019, most companies will further demand and expect deeper integration of learning and coaching tools into their existing sales enablement platforms. Doing so will help these companies avoid increased turnover, slower ramp time, and fewer sales. Sales coaching is now the common ground of most sales representatives since this enables them to move fluidly in the market.
2. Customer Relationship Management
CRM is the single greatest spend on your sales stack. If your enablement strategy isn’t anchored to it, then you need to rethink your CRM. To fully apply effective CRM, you should weaponise your core sales management with its essential requirements. Start from prompting necessary information on a prospect to connecting with prospects via social media platforms.
3. Generation Z
While Millennials is still a driving force that marketers and salespeople must focus on, there is a new generation emerging that both marketers and salespeople need to be aware of as well: Generation Z.
This generation is entirely different from previous generations, at least in some aspects. For example, they were born with access to incredible technology and grew up using social media, smartphones, online shopping and all kinds of other techniques daily. They also care a lot about global issues and their impact on the world, particularly when it comes to environmental issues.
4. Artificial Intelligence
Artificial intelligence has the potential to make a significant effect on sales teams, which is why it should be on your list of sales enablement. The time savings are inarguable, but the rise of AI has other effects as well. AI increases the value of human skills that can’t be replicated by traditional sale management tools. In 2019, expect that AI-powered roleplay tools will analyse facial expressions to provide insight into the real emotional responses of an audience.