Sales Enablement is a strategic practice that aims to provide sales professionals with the tools, training and resources necessary to improve their productivity and effectiveness.
The main objective is to create an ideal model for the sales team to have greater performance and revenue growth.
In this blog post, learn more about Sales Enablement, what it does and how to boost your sales with this tool.
Sales Enablement: what is it?
Sales Enablement, broadly defined, is the process of providing sales professionals with the resources, tools, training and information they need to succeed at every stage of the sales cycle, from prospecting to closing the deal.
It is a strategic approach that aims to increase the effectiveness of the sales team by providing them with the appropriate support so that they can improve their performance, build stronger relationships with customers and increase sales.
Sales Enablement involves aligning sales and marketing teams, creating personalized and relevant content, automating sales processes, implementing sales support technologies, and analyzing data to make informed decisions.
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What is the difference between Sales Enablement and sales process?
Sales Enablement Sales process and sales process are terms often used in the business world to refer to different aspects of a company's sales function. While both are related to the sales process, there are significant differences between them.
The sales process is the systematic approach to selling products or services that a company offers.. It involves a series of steps, from prospecting customers to closing the sale and following up with the customer.
The sales operations team is responsible for planning, optimizing territories, defining compensation, analyzing sales and applying technology to improve the company's sales performance.
Moreover, Sales Enablement is a strategic approach that helps companies empower their salespeople with the tools, skills, and knowledge they need to close more deals.
It is more focused on onboarding and certifying new salespeople, managing sales assets, communicating and continuously training the sales team.
The purpose of the Sales Enablement is about providing salespeople with the information and tools they need to approach customers more effectively and communicate better with them throughout the sales process.
This includes providing relevant sales materials, training in sales skills and communication techniques, and sales support tools such as sales management software and analytics.
Unlike the sales operations team, which focuses on optimizing processes and achieving more efficient results, Sales Enablement focuses on improving the quality and effectiveness of sales.
It is a more strategic approach to the sales function, focusing on continuous improvement of the sales team and enabling them to be successful in the sales process.
Both approaches are important to the success of a company's sales function and should be implemented in a complementary manner to maximize results.

Sales Enablement Principles
Understand your customer profile
The first step to boosting your sales is to understand your customer profile. Who is your target audience? What are their pain points and needs? How do they prefer to be contacted?
This information is crucial so that you can adapt your sales approach and offer solutions that meet the specific needs of each customer.
Create a structured sales process
A structured sales process helps ensure that the necessary steps to close a sale are followed. This includes everything from qualifying the lead to closing the sale and post-sale support.
By having a well-defined process, you can track sales progress and identify potential bottlenecks to correct them.
Provide training and skills development
Training is essential for sales teams to acquire the skills and knowledge needed to successfully make a sale. Provide training on the product or service you are selling, sales techniques, effective communication, and more.
Use technology to your advantage
Technology can be a great ally in the sales process. Sales automation tools, for example, can help manage leads, schedule follow-ups, send proposals, among other functions.
Furthermore, the use of a CRM (Customer Relationship Management) can help you keep a history of interactions with each customer, which can be very useful for personalizing your sales approach.
Create relevant content
Producing relevant content, such as e-books, webinars, and infographics, can help educate your customers and strengthen your brand. It can also be helpful in building a base of qualified leads who are interested in what you have to offer.
measure the results
Finally, it’s important to measure results to understand what’s working and what needs to be adjusted. Use metrics like conversion rate, average sales time, and average ticket to track the performance of your sales teams.
Sales Enablement can help boost your sales by adopting practices that aim to provide the tools, training and resources needed to improve the productivity and effectiveness of sales teams.
By understanding your customer profile, creating a structured sales process, providing training, using technology to your advantage, producing relevant content and measuring results, you can significantly improve your sales results.
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What are the benefits of Sales Enablement?
Sales Enablement is the process of providing sales teams with the information, tools, and resources they need to effectively close deals.
Here are some of the key benefits of Sales Enablement:
- Increased sales productivity: By providing sales reps with useful information and resources, the sales team can work faster and more efficiently;
- Improving alignment between sales and marketing: By working together to create effective sales materials, sales and marketing departments can improve their collaboration and ensure that all materials are aligned with customer needs;
- Improvement in sales quality: With better information and resources, sales reps can make more relevant and higher-quality sales to customers, increasing the success rate;
- Improved customer experience: By providing sales reps with the information and resources they need, the team can create more personalized and satisfying experiences for customers, improving customer loyalty and satisfaction;
- Improved ROI: By improving sales team productivity and sales quality, companies can increase their return on investment in sales and marketing.
Overall, Sales Enablement helps sales teams be more efficient and effective, which can lead to an increase in closed deals and customer satisfaction, as well as an overall increase in ROI.
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