Nowadays there is much talk of Sales Enablement or, in translation, sales training. Sales Enablement is a process through which the sales team is optimised to improve a company's sales and thus increase profits.

But for this to happen and the process to be successful, it is necessary to provide the sales team with the necessary tools to go out and sell more efficiently.

This can include many things: optimised catalogues, CRM, content… But there is one that is essential and that we must never overlook: the training of sales staff.

The value of a good onboarding process

The key to improving a company's sales is not in offering long and abundant training sessions to the sales team, but in ensuring they make the most of the training they have received.

And this must be the case from the outset, that is, from the moment a new salesperson joins the company. This is what we call the onboarding process.

The company benefits from the onboarding process being as quick and smooth as possible, so that the person joining can keep up the pace as soon as possible.

As explained by Pere Tura, CEO of CatalogPlayer, at Social Selling Day, a good Sales Enablement platform must include a training section to guide new salespeople:

Training and onboarding of salespeople

Continuous learning to ensure success

Beyond that, training the sales team is a vital aspect in a company. Therefore, this learning must be ongoing and not only for new salespeople. In this regard, the key lies in offering the sales team access to useful content and information.

There are many types of content sales staff who can help improve sales results. Besides being able to give attractive presentations to customers, salespeople can also use the content for their own training. That is why it is very important that the content is constantly updated.

For example, the sales pitch, market studies, competitor analysis, whitepapers… All this is knowledge that you can make available to your sales staff through a Sales Enablement platform.

Furthermore, as the CEO of CatalogPlayer presents in this video, to improve sales it is key that sales staff have greater control over what happens before, during and after the visit. And this control is achieved by making this information accessible to the sales team at all times.

Building sales: extended sales cycle

As we can see, especially in today's B2B sales, knowledge is key. A sales team that knows more about customers and the results of sales visits is a sales team with a greater chance of success in sales.