It’s one of the hottest buzzwords in the industry: Sales enablement. But what is sales enablement? It’s a straightforward concept: equipping your sales teams with the tools and training they need to better track down leads and connect with prospects.
Marketing software maker Hubspot defines sales enablement as follows:
“Sales enablement is the iterative process of providing your business’s sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.”
This concept should be of utmost importance to sales managers and other business leaders across the increasingly competitive sports industry. Miller Heiman Group’s research division, CSO Insights, reports that sales reps spend 20% of their time creating content from scratch for prospects, and a whopping six hours per week creating presentations, per IDC. Those hours are incredibly valuable.
IDC reports that 10 minutes of unproductive selling activity could be worth as much as $57,000 per year in increased revenue when converted to productive selling activity.
With the average seller spending just 32% of their time selling, the conclusion should be clear: The average sales person is leaving significant productivity, and significant revenue, on the table.
Sportsdigita’s online presentation platform, Digideck, has emerged as a key driver of sales enablement for hundreds of sports organizations around the world. Sportsdigita’s internal metrics indicate that 88% of surveyed sales professionals are able to turn around a complete presentation in 15-30 minutes using Digideck, while 12% are creating them even faster than that.
“Having the ability to quickly customize each Digideck presentation to the prospect or partner we are communicating with has been a game changer for our team,” Lauren Baker, a Senior Account Manager for the Jacksonville Jaguars, said. “Being able to say ‘this is the actual game-day exposure your organization received during the regular season,’ backed by real footage, is a huge opportunity to bring each unique partnership to life.” Through the easy incorporation of images, video, audio and more, Digideck provides a unique and visually appealing experience for each prospect. It’s a significant advantage in a crowded marketplace, one where 32% of buyers indicated that sellers weren’t exceeding their expectations per Miller Heiman Group.
Another Piece of the Sales Enablement Puzzle
From the sellers’ perspective, Digideck’s suite of analytics features is another piece of the sales enablement puzzle. Salesforce notes that 76% of sales reps believe the use of analytics has improved their ability to remain consistent across various channels when connecting with customers.
“We sell experiences, so having the opportunity to create a vision for the spaces is key,” Ann Dunne, Assistant General Manager at U.S. Bank Stadium, said. “Digideck not only allows us to connect with event and meeting planners near and far, it showcases the impact that our stadium and event spaces offer, leaving guests with an unforgettable, one-of-a-kind event experience.”
Users of Digideck should be familiar with this notion already. The platform features a comprehensive suite of analytics tools, including recent updates that allow for detailed statistics on individual viewing sessions. Whether you are familiar with sales enablement or are hearing the phrase for the first time, one thing is clear: Sales enablement is here to stay. Digideck can serve as a key catalyst for amping up this category of your business.