Back in the day, closing a sales deal did not require much. A good meeting, some demos, and a handshake sealed the deal. But things have changed significantly now. According to a study, in the last two years, the length of the sales cycle has grown considerably. Even if most of the process is complete, it is difficult to take the next step.

Today, we are going to shed some light on common selling issues that sales teams face nowadays and how using a sales enablement software could help them:

•       Getting Buyer’s Attention

Statistic Brain reveals that the average attention span of a buyer has dropped to 8 seconds from 12 seconds. It means you not only have to compete with your rivals but every other thing that your target prospect is paying attention to, such as emails, Slack, Instagram, or Facebook. If you gain their attention successfully, be capable of convincing them in that span.

•       People are Too Busy

Everyone has a lot of stuff on their plates. Moreover, the decision-makers tend to have numerous challenges and responsibilities they have to take care of and it might not include buying from you. About 95% of buyers need a financial justification to buy and 66% of them lack the resources and time to explore the solutions.

•       Low Sales Conversion

Sales reps spend a lot of time talking to prospects and giving them demos, but they are not converting to sales. As a result, not enough deals are closing.

•       Results Need more Time and Money

The company and sales team is working harder and spending more time and effort to get the same results. Some companies are spending 50% more to get more revenue.

As a result, it has become difficult for a business to grow its bottom lines. Effective sales enablement is the ideal solution to resolve the struggles and challenges of sales.

Challenges in Adopting Sales Enablement

Many companies are following sales enablement best practices but have not fully adopted sales enablement for their business. However, sales enablement tools can bring results if it is adopted into daily processes at the workplace.

We shall now discuss some common obstacles to sales enablement adoption and selling challenges and how they can be overcome:

Adopting Sales Enablement

Insufficient technology is one of the main reasons companies are unable to adopt sales enablement. The key is not only meeting your business needs but knowing what needs to be done after implementation. You must answer these questions:

•       Content creation (what type)
•       The audience of the content
•       Organization of content
•       Categorization of content
•       How and where it will be stored
•       Distribution to the team

You need to ensure that using a sales enablement tool like Content Camel should become an integral part of your sales process and other sales relevant operations. Identify any gaps in your processes and find out how using new solutions can work in your existing infrastructure.

Lack of Proper Training

To ensure that your sales rep becomes great at selling, they need proper coaching. However, training is done only at the time of onboarding, and then the fieldwork starts. Most sales reps forget about 80% of what they learned in a month. Your ideal bet to fight information loss is through continuous learning practices at the company. You could use pre-recorded training and role-playing scenarios to evaluate later. The sales team can refer to the information they might have forgotten or missed earlier.

Innovative Selling

Customers today seek a personalized experience. They expect to have a customized purchase process that considers their priorities. At the same time, they are looking for businesses that can fulfill their particular needs. Content Camel is an effective sales enablement tool that offers you the insights and analytics required for making data-driven decisions. You can design the content strategy for a unique customer experience and add value to the conversations.

Poor Management of Content

Salespeople spend excessive time looking for the right content for the prospect. Reports suggest that 43 hours are spent every month looking for relevant information amounts to 500 hours a year. That is a lot! Therefore, it is crucial to have a sound sales enablement portal at hand. Proper categorization of content is necessary as well so it can be found easily, removing another barrier to adoption.

With an efficient sales enablement tool, the sales team will be more aligned and productive.