Why Revenue Enablement

Why Revenue Enablement? In today's sales environment having an automated sales process is vital. Without it, you have no control over whether or not the money from your sales process is being captured and used for its intended purpose.

One of the main drivers for sales success is predictable revenue. It is challenging to sell a product or service to someone you do not know and can't depend on to give you purchase or even answer questions. Having a sales process that is automated will provide an element of predictability into this equation. When a salesperson has a tool that they can use to capture leads, call duration, and contact information automatically, they will have a much better understanding of how they will convert those leads into a sale. This is part of the reason why revenue enablement is so essential.

When your sales team is operating with revenue enablement and knowing where they are going, they will be much more productive. They will feel like they are on a mission and not a vacation. When your customers feel like they are on vacation with the company, they will not feel obligated to buy anything. When they are, in fact, on vacation with the company, they will feel like they can take their time and not be rushed. This is part of the reason why revenue and marketing enablement is so essential.

You can help your sales team maximize revenue to provide them with a consistent motivational factor during their week. If they have a goal to hit for a certain amount of revenue, but they are not motivated to hit that number, there is a good chance they will not hit it. You want to provide a consistent motivational factor to your reps.

Another way to improve your marketing and revenue performance is by maintaining communication with your marketing teams and your sales teams. Sometimes, it is easy to lose sight of the business at hand and focus on meeting several goals. When this occurs, you will not provide a consistent sales and marketing team to your reps. Ensure that you keep up with what your marketing teams are accomplishing and do not get caught up in meeting several goals. Maintaining communication will ensure that you have a clear vision of where you are heading.