Changing customer profiles and extreme competition conditions take center stage in the background of sales enablement.

Sales and marketing have experienced significant changes in recent years. The customer no longer expects a product to be recommended to him. It does its market research and finds the product that best suits its needs. In a world where sales channels are increasing and competition is fierce, customers have many options.

Consumer platforms, brand complaint forums, web sites that examine fashion products, price comparison and analysis portals offer almost all the information the consumer seeks. Therefore, the consumer who achieves the best price-performance ratio with little research has the chance to make a decision faster.

Incorporate products, purchasing decisions follow a more complicated route. They also follow experts and authorities’ evaluations to get accurate information, download, and test product demos, join business communities that they think are connected to the product or service on the internet and browse product satisfaction surveys. In short, B2B buyers also effectively use the communication advantages provided by the internet.

In this picture, the situation of the salesman looks much more troubled. The salesperson is face to face with a well-informed and knowledgeable customer base. Continuous research on manufacturers or product evaluation sites or social networks, asking complicated questions, making special requests to purchase; therefore, you are dealing with a customer base that prolongs the sales cycle.

Isn’t it clear that sales reps need more support today?

More customers are full of options

Because today’s customer base often has to choose from many options, they request offers from the seller that appeal to them, in other words, tailor-made for them. Sales enablement provides the equipment and information the salesperson needs in today’s harsh market conditions.

With sales enablement, the field’s sales team can work in good coordination with the back office. While it is observed that the return of an investment made to a salesperson to the company takes 17-18 months, it is known that sales reps spend 40 percent of their time researching information about products or customers during the sales process.

Again, salespeople want to spend a significant part of their time in the field by taking advantage of opportunities. The effective use of mobile devices is essential for the salesperson rather than attending long company meetings.

Also, the effect of sales training cannot be permanent for a long time. Due to changing market conditions, sales representatives forget most of the information they learned after a while. At this point, sales enablement prevents time and cost losses by providing the most appropriate tools for the salespeople to stay updated.

Accessing data is everything

The subject that field sales teams should follow is not only the information about the product they need to sell. The customer’s changing needs, the job position, and sometimes the changing customer location are among the knowledge that the seller needs to update.

Field workforce automation software Fieldscope enables sales representatives to access the most up-to-date information about the customer with its customer profile management feature, the essential sales enablement component.

Accessing information that makes a difference in the product and the customer is an excellent opportunity for the salesperson to prepare detailed and customized offers. Field sales workforce automation Fieldscope offers such a significant opportunity to the sales teams working with user-friendly mobile web interfaces.

Closing sales fast

While sales teams close sales faster in the long term with sales enablement, it enables salespeople to work shoulder to shoulder with marketing at almost every stage, including training to improve their ability to use data. The collaborative work of marketing and sales means that products are better represented in the market and reach potential buyers faster.

Although sales enablement seems like a complicated concept today, its impact on sales is unquestionably in a positive way. Therefore, if you do not want to lose your course in the rough seas of sales, you have to use sales enablement in all directions.

Offering significant opportunities to field sales teams, Fieldscope is pleased to introduce you to the distinctive advantages of sales enablement.