If your organization’s salespeople cannot convert leads into sales, your organization will never generate the revenue it should, no matter how outstanding your product or service may be. The easy solution to this problem is a well-trained and productive sales team, but acquiring such a team often isn’t simple at all. If you want to push your sales team (be they in-house employees, channel partners, or even retail partners) to its full potential, you’ll need sales enablement tools and a robust training program.
The good news is that sales enablement tools are becoming increasingly standard in a variety of learning management system (LMS) and learning experience platform (LXP) products, making it easier than ever before to access them. Better yet, both LMS and LXP solutions can help facilitate sales enablement training at scale, helping your sales department develop the skills needed to close more deals.
More choice is a good thing, but it can also feel overwhelming if you’re looking into e-learning for the first time. Luckily, Craig Weiss can help you sort through the technical language and find a great LMS for your needs. As founder and lead analyst of The Craig Weiss Group, Weiss is one of the most respected names in the LMS space. He also offers unbiased reviews of more than a hundred e-learning platforms on FindAnLMS.com, allowing average consumers to confidently compare different options head-to-head. All you have to do is create a free account on FindAnLMS.com to get started.
Here are five of the best sales enablement tools to look for when choosing an LMS:
- Exceptional Sales Content Management
- Video Coaching
- Account Planning
- Data-Tracking Tools
- Engagement Tools
There are multiple types of sales content, and it’s important to help your salespeople access the specific information they need for every type of lead quickly and easily. A great course management system (or CMS) will allow you to sort sales enablement training courses by categories such as product details and customer success stories, helping learners find what they need in the field. You should also use a tool such as Google Analytics to identify how prospective customers are finding you and which pieces of information influenced their purchase decisions, allowing your sales staff to follow a proven example.
Video coaching, alternatively called Virtual Role-Play or VRP, is a great sales enablement training tool. You or one of your instructors can record a standardized prompt and ask each salesperson to respond to it, allowing you to see how they would approach a real lead without risking sending them to a potential client unprepared. You can then provide personalized feedback to correct any mistakes and refine their pitch. Likewise, salespeople can record their pitches and ask their colleagues for feedback, making it easier to share best practices throughout your sales team.
The dirty little secret about sales is that sales professionals only spend a fraction of their time focusing on sales. The rest of their workday is filled with administrative tasks such as adding data to your CRM, writing emails, and thinking about how to format their next pitch. A great LMS can automate many of these functions to help your sellers concentrate on their core competencies. For example, you could pin a step-by-step flow chart of your preferred sales funnel to your LMS’s message board so that sellers don’t have to think about going from Point A to Point B every time.
You have to measure how your LMS is impacting sales performance, which means looking at KPIs such as conversion rate, number of leads generated, how likely a given lead is to make a purchase, and how salespeople are approaching each lead. You also need metrics that connect your sales team to your organization’s marketing and content creation efforts, ensuring that everyone is working toward the same goals. Tracking this data is beyond the scope of most LMS solutions, but the best of them offer integration with proven sales enablement tools such as Salesforce to make it easy to access.
Finally, your LMS has to make sales enablement training engaging for your learners. Gamification elements such as badges and social learning opportunities can foster friendly competition among your sales team, inspiring them to take another course to stay ahead of their colleagues. Multimedia such as video and in-line assessments are another great way to encourage learners to pay attention to the material. Likewise, integrating informational materials into the tools that your team already uses every day can keep them at the forefront of each learner’s mind.
There are more sales enablement tools than those listed above, but these should be enough to get you started. Again, you can create a free account on FindAnLMS.com if you feel that you could benefit from Craig Weiss’s years of expertise in the e-learning industry. Why not take advantage and empower your sales team for success?