Four Ways to Tackle Your Sales Enablement Strategy During and After the Pandemic

The profound effects of COVID-19 have affected global affairs in more ways than we can count, and probably in ways we haven’t fully realized yet. But one point of growth during the pandemic remained constant: sales training.

The size of the global sales training market is expected to grow to $ 3.1 billion in 2026, from $ 989 million by 2020, a compound annual growth rate of 17.4%.

The B2B landscape has changed. Where once faced with suppliers and vendors, sales and marketing teams had to be forced to rethink their strategies and tactics for a post-pandemic world.

The sales company is now highly technology dependent and allows salespeople to function effectively in a digital environment. In addition, videoconferencing connections are now rated by four out of five buyers as the most desirable in terms of audio or telephone interactions in B2B configurations.

The pandemic was the necessary impetus for B2B markets to accelerate digital strategies to accelerate sales activity. Up to 97% of executives believe the pandemic has accelerated their company’s digital transformation, and 95% are now actively looking for new ways to interact with customers and prospects on digital platforms, reports McKinsey.

The global crisis has also shown key executives that sales technology can potentially overcome geographical barriers that previously forced salespeople to think regionally.

Clearly, a new era of sales training has dawned in the business world and, as with any change, your team will need new approaches and new equipment to position your organization successfully.

Here are some tips that can help you align your organization with your sales training plan and strategy.

  1. Assess your processes and identify areas where you can transition to a priority digital strategy

This step may include upgrading hardware, simplifying or removing obsolete systems, retraining employees, and compiling analytical reports and measurements that reflect the new digital approach.

There are several software and tools to streamline the sales process and help members become more efficient. Whether it’s project management software, recent presentations or planning tools, these technological advances mean that salespeople can save time and focus on managing more leads in the sales funnel.

  1. Make sure your sales technology sells your salespeople in the best remote environment

Start by listening to your team. The field has the best understanding of what potential customers want and expect, and customer engagement is the name of the game. Your technologies should collaborate and integrate where possible, optimize your sales processes and radiate efficiency and professionalism (think about CRM integration, an intelligent presentation platform, reliable communication channels, dynamic screen sharing applications and more).

But it’s not just about your sales team. It is also about your customers and potential buyers, to ensure that your sales experience is perfect. Technological barriers can drive someone away from your company and its products or services. If the sales process is not perfect, buyers may think it is a sign for your business as a whole.

So, listen to your sales partners and ask questions about your technical stack, especially how all of your tools communicate with each other. Is your technology as perfect as Gmail and Google Drive?

  1. Find and identify a suitable internal sample that ensures that new technologies are properly applied in your organization

Rebuilding a decades-old way of doing business requires specialized supervision and maintenance, as well as a range of interpersonal skills. You need a reliable and experienced lawyer for your digital systems, someone who invests fully and understands the importance of imposing all employees from top to bottom.

This need has led business leaders – sales VPs, revenue heads, and others – to help companies understand available sales technologies.

When hiring a leader or considering promoting someone within your company, it is vital that you take the time to understand each individual’s resources, training, and knowledge at a high level.

  1. Plan your new digital approach in 2021 and beyond, because distance selling lasts a long time

If your company wasn’t built for the new era of digital engagement, connecting with potential customers and building a strong sales channel is impossible. Adjust your budgets well for the appropriate sales training and stay tuned for what the future holds.

As we all learned in 2020, predicting the future can be useless. But what is indisputable is that the pandemic has revealed new ways of doing business.

The homework challenged managers and technologists to develop methods to facilitate this transition. This enabled the sales value of the technology.

After the end of the pandemic, managers can still appreciate the opportunity to do business in person. But as long as there are geographic restrictions, at least the sales training software will help to generate leads between these individual meetings, which will shorten the sales cycle. This sounds like music to the ears of salespeople.