When it's been almost three years since we talked to you on this blog about Sales Enablement, today we're going to talk about a concept closely linked to it: Sales Readiness. Haven't heard of it yet? Well, we're going to clarify what it consists of, differentiate it from Sales Enablement and understand how it can help you improve sales and the long-term relationship with your customers.

If we already told you that Sales Enablement can be translated as Sales Training, we understand Sales Readiness as Sales Readiness. It is important to know, therefore, that the main difference between both concepts is the same as between planning and execution.

With Sales Enablement we ensure that the sales team has at its disposal everything it needs to go out and sell, while Sales Readiness aims to ensure that salespeople are prepared for the interactions they will encounter in the real world. And with that, logically, seek to increase the success rate of these interactions.

There are three key points in this aspect: training, practice on the ground and collaboration between salespeople (and even thanks to AI). We told you a while ago in this video that our sales tools can help detect salespeople's best practices and thanks to that provide greater empowerment and sales autonomy.

Tip #7: Empower your sales team to sell more from Catalog Player on Vimeo.

Sales Readiness: a multiplier factor

Most companies already rely on sales training to give a basic framework to their sales team, and ensure they always have the materials and resources to sell at their disposal (that's why sales tools like Catalog Player).

But we cannot and must not forget that the knowledge and skills transmitted at the start of any sales campaign or at any stage of salespeople's OnBoarding, decline faster than desirable. And we need a sales team that doesn't lose the ability to interact in a qualified way with the customer or potential customer. A sales team that masters the sales process, the changing pitch and the possible responses on the ground. A sales team always in shape.

Proactive learning

Knowing, therefore, that we have the base material prepared, another of the key points to have a well-prepared sales team focused on business objectives, is to consider what type of conversations salespeople should have to be successful. This is where Sales Readiness focuses, which wants salespeople to be «ready» mastering a pitch well aligned with our strategy.

It is true that we cannot ensure success without a certain sales talent, but we can help as much as possible to detect possible shortcomings and help correct gaps in the pitch. That's why we can turn to micro-learning content that we can share regularly with our salespeople, in content or video capsules, or to the intelligent recommendations of our sales platform.

Momentum to grow

When our company considers some type of targeted growth, for example, to seek new markets, sell new products or target new buyers, it will be essential to modify the sales team's pitch. It will be the moment to consider what conversations our salespeople will need to have in new, previously unknown territories, what possible objections they will encounter and what responses they should have prepared.

With this it is clear that it is a process that must go from top to bottom, and start well planned from sales management to the sales team that needs to be driven. An integrated and structured process that must lead us to a stage of more and better sales.