How to Optimize All Of Your Sales Functions: Operations, Engagement, Enablement



The ultimate goal of any business is to make money. Whether you’re selling products or offering a service, your main objective is to grow your business and become more profitable.


To measure the success of your business, your revenue has to increase exponentially. In any case, business growth is almost synonymous with an increase in revenues. One way to go about it is to optimize your sales functions.


With the help of the Revenue Growth Team, you are going to learn how to realistically optimize your sales operations, engagement and enablement for revenue growth. Keep reading to discover more.


Sales Operations


What is Sales Operations?


Sales operations refers to a set of various processes and activities that support a company’s sales teams to become more effective and efficient in their tasks. The sales teams are able to sell better and more efficiently and as a result, improve sales performance. The main objective of sales operations is to increase revenues and support business growth.


What Does Sales Operations Involve?


Sales operations involves a broad range of activities, but the most prominent functions include:


  • Analyzing sales and market data
  • Making decisions based on available data
  • Formulating fail-proof sales strategies
  • Evaluating current sales methodologies
  • Undertaking administrative and operational tasks in the sales department
  • Training and mentoring new sales team members
  • Streamlining processes to improve sales cycles
  • Finding and generating leads
  • Forecasting future sales
  • Optimizing sales processes


How to Optimize Your Sales Operations?


Optimizing your sales operations is vital to the growth and success of your business. You will be able to track your strategies and outcomes, and make decisions for improved sales performance. Here are a few effective ways to optimize your sales operations:


  1. Identify obstacles in your sales process

The first step is to identify the challenges affecting the efficiency of your sales teams, and how to overcome them. It could be your sales team is taking too long to follow up on customer enquiries or the customer database is rarely updated with the right information. Overcoming these obstacles will greatly improve your sales operations.


  1. Automate your sales operations

Sales processes are becoming more complex by the day following advancements in technology. This means that manual processes simply won’t cut it as they may lead to serious mistakes. Automating your activities will improve efficiency and simplify your sales operations and as a result, generate more sales.


  1. Align your sales and marketing goals

Your sales and marketing teams must work together if you are to realize any success. For instance, your sales team should be aware of any promotions and discounts the company is currently running. Having the right information about the company’s marketing strategy will make it easier for your sales team to generate leads and convert prospects into customers.


  1. Improve your pricing operations

The time taken to generate quotes can diminish the intent of customers. A good way to nurture customer relationships and enhance their purchase experience is to improve your pricing operations. Customers shouldn’t wait too long lest they go elsewhere. Generating quotes quickly will make your sales process better and faster, leading to more sales and revenues.


  1. Focus on the most profitable sales activities

When evaluating your sales strategies, you will notice that some activities lead to better sales than others. Whether it is cold pitching or making phone calls, you should prioritize the activities that bring more revenue to the company.


Sales Engagement


What is Sales Engagement?


In simple terms, sales engagement is the series of interactions between a seller and a buyer. During the sales process, your sales team will interact constantly with potential buyers through phone calls, email, text messages or via social media. The main objective of these interactions is to gather insights into a buyer’s journey in turn convert prospects into customers and thereby improve revenue.


What Does Sales Engagement Involve?


The aim of sale engagement is to improve a customer’s buying experience by understanding their needs and interests and providing solutions based on this interests. With that said, sales engagement may involve a variety of interactive activities such as:


  • Identifying and approaching prospects
  • Creating and maintaining customer relations
  • Responding to customer enquiries promptly
  • Understanding customer needs and providing solution
  • Creating reports on the progress of the sales process


How to Optimize Your Sales Engagement?


Sales engagement is literally one step away from converting a prospect into a client. With this in mind, optimizing your sales engagement processes can help improve your conversions and in turn achieve your revenue goals. Here are a few tips on how to optimize your sales engagement:


  1. Research your prospects

Before approaching potential customers, you should research more about them. You should know about your target market to be able to provide solutions that align with their needs. This will make your interactions interesting and the prospect will be more open to work with you since they feel you have what they want.


  1. Be consistent

You should learn how to be consistent in your engagements with customers without appearing to be pushy. Constant interactions will eliminate the perception that you are only available when you want the customer to renew their contract or subscription.


  1. Follow up on customers

The sales process can be a long and protracted journey. However, only those who are persistent become successful. Unless you are very lucky, you will never close a deal overnight. This means you have to follow up with prospects until the final sale. You can ask your prospects what they need and how to improve your products to keep your conversations going.


  1. Invest in technology

Optimizing your sales engagement is now easier than ever thanks to technology. You can now interact with customers via various channels such as live chat, social media and email. You can even use chatbots, auto-responders and other tools to interact with customers even when you’re out of the office.


Sales Enablement


What is Sales Enablement?


Sales enablement is equipping your team with the right tools and resources to sell better and more efficiently. With the right information at hand, sales representatives are able to target the right prospects, improve engagement and close more deals. The aim of sales enablement is to shorten the sales cycle, improve buyer experience and accelerate revenue growth.


What Does Sales Enablement Involve?


Like any other sales functions, sales enablement involves a number of activities, including:


  • Providing the right tools and resources to your sales team
  • Training and coaching sales reps to become more efficient
  • Creating sales content for better understanding of prospects
  • Bridging the gap between sales and marketing for improved sales efficiency
  • Measuring sales methodologies and approaches to shorten and improve sales cycle


How to Optimize Your Sales Enablement?


Sales enablement is all about providing the right tools to your sales team. If your sales reps are well-equipped there is no reason why they should not deliver. Here are a few tips on how to optimize your sales enablement:


  1. Enlist the right personnel


Implementing sales enablement strategies requires the right personnel. Since enablement is a continuous process, the professionals you hire should be flexible and up to the task. They should be ready to learn and have experience in utilizing the various tools at their disposal.


  1. Provide the right training

Equipping your sales team with the right tools is not enough. They require proper training and coaching to enforce your strategies and achieve your revenue goals. This is where consultants like the Revenue Growth Team come in handy.


  1. Bring everyone onboard

Your sales and marketing team should be on the same wavelength for you to achieve your revenue goals. Even better, integrating sales enablement in the entire organization will do wonders in improving the customers’ buying experience, and as a result, increase sales.


How to Improve Sales Functions for Revenue Growth?


Improving your sales functions will dramatically shorten the sales cycles. Your sales team will be able to close larger deals quickly and sell more effectively translating to improved revenue.

The Revenue Growth Team will help you gain a competitive edge of your competitors, grow your business exponentially and accelerate your revenues. With over 30 years in the business, our experience is simply unmatched. Try out growth strategy today and notice the difference.

Contact Us for a Free Strategy Session

We combine a focus on performance with cutting edge technology, and together with our obsession to drive growth, aim to be your strategic partners as we grow revenue together.