The sales enablement sector experienced unprecedented growth in 2018. More organizations than ever before leveraged technology to provide sales reps the content, data, and tools they need to engage buyers at every stage of the sales cycle.
As a testament to that growth, most sales organizations now have dedicated sales enablement teams, or have plans in the works to create one soon. Clearly, sales organizations have come to appreciate the value that sales enablement solutions can offer, particularly in decreasing the length of the sales cycle and increasing pipeline opportunities.
But as fast as the industry is changing, there’s still room to refine and create new solutions that solve common problems and help sales reps reach their full potential.
So, what will the top sales enablement trends be for 2019? Here’s our take.
1. Emphasis on learning and coaching
Based on a comprehensive survey done by Quark software, Sales Learning and Coaching Platforms is one of “the top two investment priorities [of sales organizations] over the next 12 months.” This may come as a surprise to others, but it wasn’t a surprise to us here at Unboxed.
In our 10+ years working with sales organizations, we’ve seen across the board that training is the most overlooked part of sales enablement. What good is having the right content and tools if you’re presentation misses the mark or you haven’t learned to effectively communicate with your prospect and ask for the sale?
As one of our top sales enablement trends in 2019, we demand and expect deeper integration of learning and coaching tools into existing sales enablement platforms. Inadequate or ineffective training leads to increased turnover, slower ramp time, and fewer sales, and your organization can’t afford to ignore the data any longer. Gryphon Sales Intelligence describes it this way:
“According to a recent survey, 84% of all sales training is lost after 90 days. This is majorly due to the lack of information retention among sales personnel. This highlights the need for refresher training from time to time along with effective sales training.”
If your organization doesn’t have a strategy for ongoing sustainment and continuous learning, you’re falling behind the curve. Look for a solution that integrates with your other sales enablement tools, ideally a one-stop shop with seamless access to training that gets pushed out over time and can be completed on-the-go.
And don’t stop there. For sales teams to reach their full potential, your solution must also give sales leaders and managers the ability to easily and consistently coach their teams to success.
2. Seamless access to important content—finally!
Sales reps lose up to 26 hours a month just searching for, editing, and managing content. Although sales content and asset management platforms have made it easier to organize marketing content and collateral, sales reps still struggle.
Most sale reps says they store content in 3-6 different locations, sometimes even up to 10. Many of those locations aren’t accessible to the marketing team for quality control and easily become outdated, and so the story goes.
Since this problem is still so prevalent, sales enablement software must reimagine the solution in 2019. Adding yet another location to stash the content won’t cut it, but creating a hub that helps you seamlessly organize and integrate content from a variety of sources will. Expect to see solutions that bring together content from disjointed platforms into one centralized location.
Let’s give reps back those 312 hours in 2019.
3. New ways to leverage artificial intelligence
Artificial intelligence has the potential to make a huge impact on sales teams, which is why it’s on our list of sales enablement trends to watch in 2019. Early adopter sales organizations are already reaping the benefits:
- Sales reps save significant time through automated prospecting assistance.
- Analyzing and prioritizing leads is easier than ever before.
- AI-powered customer service guides buyers to the right solution more quickly.
The time savings are inarguable, but the rise of AI has other effects as well. AI increases the value of human skills that can’t be replicated by a machine. Skills like influence, empathy, and ability to gain trust.
But what if you could use AI to help reps hone those critical human skills? In 2019, we’re introducing AI-powered roleplay that analyzes facial expressions to provide insight into the real emotional responses of an audience. We’re incredibly excited about the potential of this tool and thrilled with the early results we’ve seen from test cases. Sign up here to be included in our big announcement in Q1.
What sales enablement trends will you watch in 2019?
How will your sales enablement strategies evolve in the coming year? We’d love to hear your thoughts!
Leave us a comment below or contact us to see how can support your sales enablement goals.