A definitive sales enablement strategy helps wealth management firms win new sales opportunities. Asset and money managers often struggle to find the right content to close deals. When reps cannot make data-driven decisions, clients wander off to a competitor. Firms with a definitive sales enablement strategy provide their employees everything they need. Losing multiple deals indicates that the existing enablement strategy is not up to the mark for a business. In such a situation, the firm should adopt a definitive strategy and a reliable sales enablement solution such as Seismic. Here is a quick guide on transforming the existing sales enablement strategy.
The need for a sales enablement strategy in 2022
Before adopting a sales enablement solution, one should have an idea about its need. Consider a sales rep who failed at closing multiple deals in a month. Is that sales rep alone responsible for the failure? It might have happened that the manager could not provide the sales rep the required resources to close the deals. The representative cannot perform with limited resources and outdated sales content. Managers and senior professionals are also responsible when employees fail to close deals. Not to forget, failing to close deals will hamper the firm’s overall return on investment (ROI).
Sales reps are deemed incompetent when they cannot provide businesses and clients with valuable information. Sales enablement is a must to empower employees and obtain contextual data. A sales enablement strategy is formed by streamlining all the processes for providing the right content to reps.
A step-by-step guide for transforming the existing sales enablement strategy
A definitive guide for transforming the existing sales enablement strategy is as follows:
- Start by collecting the required data and setting enablement goals. The first step is to collect as much relevant data as possible to handle situations faced by reps. For example, buyer’s journey, sales forecasts, KPIs and sales quota are some information required to start your sales enablement journey. Once sales enablement goals are determined, it is time to set and define team roles.
- The next step is to define goals and responsibilities for managers, employees, and marketers. In a firm, marketers are responsible for creating content such as case studies, testimonials and white papers, while sales reps are responsible for client meetings and follow-ups. On the other hand, managers should ensure the sales teams have everything they need.
- Sales reps require the right resources to reduce the time for closing deals. It is where companies need an enablement solution such as Seismic. Content repositories can be updated automatically to provide on-demand sales content.
- Offer proper training to sales teams to handle objections presented by prospective customers. An enablement solution will help managers identify the top employees and provide them with the required training tools.
- Develop an ideal client persona for your sales reps to help them identify prospects better.
Firms also need to monitor the performance of sales reps and find areas for improvement. Provide sales reps with the resources they need via Seismic today!
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