How Enablement Teams Must Evolve to Thrive in the Current Market

Change is the only constant in business. To stay competitive, teams have been forced to evolve, pivot, and be agile and resilient. 

While sales teams have accepted headwinds and rapid change as the new normal, adapting to constant shifts creates challenges for organizations across industries.

Sales enablement is more important than ever to equip reps with the necessary resources and training to meet evolving buyer demands. But where should teams focus and double down to close more deals and drive revenue in 2024 and beyond?

From evolving technology to innovative training tactics, discover four enablement strategies to help your teams grow and evolve to outpace competitors. 

Read more: Leading Through Change: Strategies for Enablement Leaders

Integrating technology for a competitive edge

In the tech-driven market, there’s no shortage of software tools for organizations, specifically for sales enablement. It’s easy to be overwhelmed by all the options or tempted to try the latest tech, but consolidation is key.

Sales enablement teams that can consolidate their tech stack when possible and/or integrate existing tech into their enablement tools will attain maximum ROI. 

For example, integrating a sales tool like Gong within your LMS to give reps interactive ways to learn from sales calls can maximize the outcome of both platforms, creating a 1 + 1 = 4 dynamic.

Read more: Optimizing Your Sales Readiness Tech Stack with Peter Zink and Scott Powell 

Using data-driven decision-making

An increased focus on data-driven decision-making has reshaped how sales enablement leaders guide their teams. 

Using data in sales enablement helps you determine what success looks like and WHY a rep might be seeing success.

The best sales enablement leaders use data to understand what their top-performing reps are doing differently. 

Is their win rate higher? Are they selling more products than others? Are they discounting less? Is their pitch different? 

Data allows you to map out what an A-player looks like. Then, you can effectively measure the rest of the team on these characteristics and use enablement to fill any gaps with certain team members.

Data allows you to create a more tailored, thoughtful approach to enablement vs. a one-size-fits-all strategy.

Organizations that can provide that level of tailored enablement see better results with their reps because they focus on the right areas and see better engagement on their teams because the reps are more bought into the enablement.

Read more: Data-Driven Sales Enablement

Fostering a customer-centric approach

To help your customers and provide real value, you need to understand their pain points. The best way to do this is to talk to them and actively listen. 

It sounds so simple, but listen to your customers! 

Reps should listen to prospect calls, customer calls, calls with deals they’ve lost, etc., to understand the language your ICP is speaking and what is most top of mind for them. 

By actively listening to customers throughout the sales cycle, teams can authentically address the most pressing pain points and offer solutions that provide real value for customers. 

Read more: Scaling Enablement & Customer Centricity

Innovating training and development strategies

Continuous learning and development are essential to ensure your team is well-equipped for the evolving market, shifting customer needs, and outpacing competitors. 

The industry is constantly changing, and your training must follow suit. Here are two strategies we’ve implemented at WorkRamp.

Biweekly micro training

The repetition and consistency have created a culture of learning that is now expected and appreciated by the team. 

It’s important to have consistency and follow-up but not make it a time burden on your team. Make these trainings quick and impactful.

Read more: 5 Strategies for Effective Sales Team Training

Team activities

 It’s known that people learn better by doing and collaborating with others, so we use this to make sales training more effective. 

We’ve created competitive squads, where teams of cross-functional employees are in charge of putting together a training within WorkRamp on a competitor and then presenting it back to the team. Having the employees train each other helps the learning stick even more.

Read more: 7 Signs it’s Time for a Sales Training Tune-Up

We can’t predict what the future will hold, but we can expect more changes and constant challenges. Enablement teams must remain agile and proactive, anticipating shifts and equipping teams with the necessary tools and training to navigate change successfully.

Train your sales teams for the current market and beyond with WorkRamp 

Empower your reps to close more deals and outperform competitors with engaging self-paced training. With the Learning Cloud from WorkRamp, you can give your sales team the product knowledge, training, and coaching they need to achieve outstanding results.

Contact us to schedule a free, personalized demo.