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 Digideck has significantly upgraded our premium presentation capabilities,” Rob Sullivan, SVP of Marketing Partnerships at Madison Square Garden, said. “Gone are the days of dated creative and inconsistent messaging. Digideck has provided our sales and service staff with a turnkey, intuitive, engaging and customizable tool to use for sales proposals, renewal conversations and annual recaps with current and prospective premium partners.”
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.
“Our favorite Digideck feature is the back-end analytics provided when clients or potential customers review decks,” Eric Grundfast, Vice President of Sales for the AHL’s Iowa Wild, said. “We get real-time alerts which allows us to follow up with that individual and discuss with them assets they are looking at.”
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.