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.
“Sportsdigita’s dynamic Digideck platform is the best in the business,” Andrew Silverman, Chief Revenue Officer at American Airlines Center, home of the Dallas Mavericks, said. “From creating a custom luxury suite presentation to delivering a high energy sponsorship pitch or recap, Digideck is an indispensable tool for sales and service executives. Helping us shorten our sales cycle and creating efficiencies among our reps is invaluable.”
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.
“Sportsdigita has given us the ability to take our sales processes to the next level,” Terry Tiernon, the Indiana Pacers’ Vice President of Corporate Partnerships, said. “We have the ability to choose an item of inventory, create a slide within the Master Deck, and with a few clicks, generate custom presentations. Having the capability to update decks in real time has allowed our sales team to move faster with a better quality presentation to more potential customers.”
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.