The B2B sales landscape is constantly transforming. What was once a seller’s world is now a buyer’s world, requiring sales teams to seek new tools and resources to improve their processes and drive business. A resulting abundance of technology has emerged, intended to guide individual reps and teams to success. Sales enablement – as it is known to the B2B community – equips your organization with the right tools, practices and processes to be a top-performing team.

Sales enablement broadly encompasses a variety of needs – ranging from process efficiency to data management or product positioning (just to name a few). This makes choosing the right sales enablement tool a decision that requires sales leaders to identify their teams’ challenges, strengths and goals for the future. What all sales enablement tools have in common, though, is the promise of a stronger, more effective sales force.

With these ideas in mind, decision-makers have a strategy to identify the tools that will propel their team to more revenue, success and impact sales than ever before.

In order to find the right sales enablement technology for your organization, we believe there are 3 critical questions a sales leader must consider when conducting their research.

1) Can this tool integrate with my CRM tool?

If you’ve invested in a CRM, you want to make the most of it. Many sales enablement tools integrate with CRM systems to allow your salespeople to leverage even more crucial data in the sales process. If you’re struggling to get your reps to use CRM, sales enablement technology drives usage because they provide additional value like reporting, individualized coaching or ROI metrics.

2) What are the core aspects of this software and how will they support my company’s main goals?

Not all tools are created equally. With hundreds of technologies in the sales enablement space, sales leaders must identify how each tool can truly impact their team. While some leaders are looking for assistance with content management, others seek a more guided sales process or real-time recommendations for each deal stage. Do your research and find the sales enablement tool that will support your goals – both at the sales level and organization-wide.

3) Are there possibilities to see results?

Investing in sales enablement is a serious decision. If your tool can’t provide tangible data to prove it’s actually driving value in your organization, it’s just wasted resources – people, time and money. Look for technologies that offer reports on user usage, ROI, and more. This helps you make the case for sales enablement because it proves the impact of investment on your organization’s business.

Our Sales Enablement Automation tool, PeopleLinx, for instance, not only allows a gamified user experience to increase adoption, but a progressive and personal learning curriculum, a content management platform and more to drive success for sales and marketing teams across the world. It also integrates with CRM and effects change throughout the sales funnel.


For an independent view on the sales enablement industry, check out the March 2016 Forrester Vendor Landscape: Sales Enablement Automation Solutions report HERE (note: access is by purchase or subscription only).