Why Sales Enablement Should Be a Goal for 2019


DEC, 2018

As another year comes to an end, organizations around the globe are busy outlining goals for the next 365 days.  Most company goals will stem from aspirations to make daily processes easier, faster, and more efficient.  With that in mind, let’s zoom in on the sales team working in the field and a major objective to aim for in the New Year:  sales enablement.

What is sales enablement?  It’s a combination of tools and technology to support an organization’s sales efficiency and effectiveness goals. Essentially, when senior leadership utilizes sales enablement to help field reps improve the execution of daily tasks, they are directly supporting the company’s overarching goal of achieving optimum sales efficiency and effectiveness.

In addition to field force automation and mobilization, here are a few other capabilities that will support your company’s sales enablement goals in 2019:

  • Image Recognition apps to boost data collection
  • Repository of accessible sales & marketing content to share with retailers
  • Onboarding, training, and coaching capabilities to improve individual and team performance
  • Visual store layouts to speed up in-store tasks

Sales enablement technology is not limited to field reps. It is also highly relevant for field supervisors. By helping supervisors assess, coach, and benchmark how field reps execute daily sales activities, your company adds yet another layer of support to conquer efficiency and effectiveness goals.

According to Gartner, 15 percent of all sales technology spending will be applied to sales enablement technology by 2021. That’s an increase of 5.6 percent from 2016 levels.

If empowering your field reps and field supervisors is not on your radar, it will be. Today’s omnichannel market is being driven by a growing need to improve sales execution. As a global leader in Sales Force Automation and Retail Execution, eBest Mobile can help you formulate a sales enablement strategy for every member of your field force.

Click here to start a conversation about achieving sales efficiency and effectiveness for your organization.