Dreaming of boosting your revenue without having to continuously hire new salespeople?
Sales enablement consultant services have taken the market by storm over the last several years. The fact is that your sales team is likely not performing at its highest potential.
They might be great reps but are held back by outdated or nonexistent systems.
Does this sound familiar? If it does then here is the silver lining…
Sales enablement is a strategy that can change how your business drives revenue. In this article I will be sharing with you the proven ways that consultants have driven revenue for their clients in the past.
Table Of Contents
- What Is Sales Enablement Consulting?
- Why Sales Enablement Matters For Revenue
- How Consultants Drive Revenue Growth
- Key Benefits Of Working With A Consultant
What Is Sales Enablement Consulting?
Sales enablement consulting is a service that provides sales teams with the tools and resources they need to perform their jobs to the best of their ability.
This can be thought of as supercharging your sales reps. A consultant comes in, diagnoses your problems, and fixes them.
It is important to note this is not fluffy, touchy-feely stuff. It’s about getting systems in place that work.
For example, we used a Johnny Grow sales enablement consultant to provide a business with assistance to completely revamp their sales process. The results the client saw were incredible as the sales consultant had noted problems in how the business trained, delivered content, and aligned sales with marketing that the internal team had not previously noticed.
Sales enablement consultants specialise in a range of areas such as content strategy, sales training and development, technology tools, and sales process optimisation. The most effective consultants provide external insights and help from an internal perspective.
Why Sales Enablement Matters For Revenue
Okay, before we go any further, let’s talk some numbers.
According to statistics from G2, 84% of sales reps have their quotas when their employer has a best-in-class sales enablement strategy. That’s 84% as opposed to 74% which is the industry average.
It doesn’t stop there either.
Sales enablement is not only about reaching quotas either. It is also about changing the way a business makes money altogether. Businesses who have invested in a strong sales enablement strategy outperformed those who haven’t by 8% over one quarter of revenue.
This might not seem like much but when you compare this to a business who is taking action versus those who are not the gaps start to widen rapidly.
The power of sales enablement comes down to the level of efficiency it provides to a sales rep.
Sales reps can spend an average of 29.2% of their time actually selling. The rest is admin, looking for content, and trying to understand how systems work.
Sales enablement removes all of that.
It levels the playing field so reps can focus on what they do best, engaging prospects and closing more sales.
How Consultants Drive Revenue Growth
Okay, so how do sales enablement consultants increase revenue? Allow me to break this down…
Align Sales And Marketing
The primary cause of most lost revenue comes down to your sales and marketing teams not playing on the same team. Sales enablement consultants level this playing field by aligning both teams through shared goals, messaging, and processes.
Unsurprisingly, the results of doing this are extraordinary. As per research from Learn to Win, organisations with aligned sales and marketing teams are 67% better at closing deals.
67% is not an improvement that is pocket change. That’s life-changing.
Implement The Right Technology
The sales technology market is flooded with too many options and some of the worst user experiences in business. The average business uses 10 separate tools to close deals on average.
This causes confusion for reps and frankly is often counterproductive.
An experienced sales enablement consultant will assess your existing tech stack and improve it. Areas that are considered are…
- CRM optimisation and adoption
- Content management system
- Sales intelligence tools
- Training platforms
The goal is always to minimise the number of tools that work in synergy and not for businesses to have tool sprawl.
Build High-Impact Training Programs
Training is where most businesses have problems. The idea of bringing on a new sales rep and then having them learn how to do their jobs on their own by trawling through existing training materials does not work.
Effective training programs that are well-structured are where a consultant can come in and build this for a business.
It has been noted that the best training programs can help new sales reps to reach their productivity points three point four months sooner on average.
Let that sink in. 3.4 months of selling earlier for a single sales rep. Multiply that by a sales team of 20 people and this equates to a significant amount of revenue increase.
Successful training programs consist of ongoing coaching, content for roles, and consistent skill assessments. It is not a one-off training program with no more focus on training.
Create Sales Content That Converts
Here is a shocking stat for you.
The average business leaves 65% of their sales content untouched. This is a travesty. A lot of marketing spend wasted. The consultant’s role is to assess the current content that a business has and build new content that will help sales reps on the ground.
High-quality sales content that works includes the following…
- Battle cards
- Case studies
- Email templates
- Presentation decks
The most important thing about this is it is accessible and is useful in specific situations sales reps might find themselves in. If the sales team cannot find content quickly, they will not use it.
Key Benefits Of Working With A Consultant
Still not sold on why a sales enablement consultant might be a good fit for your business? Then you might want to consider the following benefits which are commonly seen when working with a consultant.
Quick To Revenue
Sales enablement consultants have been down this road before. They know what does and does not work. This in and of itself will provide faster results than if a business was to try to do everything internally.
An Outside Perspective
Internal teams struggle with being inside the business so much that they are unable to see problems that are right in front of them. Sales enablement consultants see things in a way that many internal team members do not.
Proven Methodologies
Sales enablement consultants don’t reinvent the wheel. They use proven sales enablement methodologies that work from company to company. This removes the risk element and creates a higher success rate.
Measurable Return On Investment
Unlike many business investments, sales enablement brings measurable results. Revenue growth, quota attainment, and deal velocity are all things that can be measured and attributed to sales enablement efforts.
Wrapping Things Up
Sales enablement consulting is one of the most shrewd investments that a business owner can make for revenue growth. The statistics prove it.
With 84% of sales reps making quota under best-in-class enablement strategies, the question is no longer whether a business should invest in sales enablement. The question is, how quickly can they get moving.
The most successful companies today see sales enablement as an ongoing project. It is something that they continuously monitor and improve. They don’t just focus on it for a couple of weeks and then call it done.
The best summary points that I can reiterate once again are that:
- Sales enablement causes measurable revenue growth
- Consultants drive the business to results with their knowledge and experience
- Aligned sales and marketing teams close significantly more deals
- Productivity and focus for sales reps improves with the right technology and training
As with any process that a business owner should consider, it can be done in-house or with external assistance. Regardless, the investment that is made will return significantly for your business. In a world where competition is growing more fierce by the day, the companies that are winning right now are those who are not missing this massive area of revenue growth.
