It is no surprise that product marketers have to face plenty of challenges on a day-to-day basis. From creating awesome content to updating the prospects about the industry landscape. There is no guarantee that the sales reps use the content. That is because they have no insight into what is working and what is not. Because of this, sales enablement techniques are incorporated. It helps in increasing the productivity of the sales and marketing team. Yet only 30% of the companies attain their sales enablement goals. The reason is the challenges faced by marketing and sales teams when using these strategies.
In this post, we have listed some of the most common challenges and how to tackle them.
Unable to Find Updated Content
Many sales reps complain that they have to spend days looking and combining information for a client meeting. That is because there are tons of folders and infinite material. Also, some of them are not up to date. As a result, the sales reps are unable to focus on any other client or prospect.
According to the studies, it was reported that a lot of the marketing content is not used by the sales reps. Also, reps have to spend hundreds of hours looking for information. It means they will be spending less time selling and more time finding.
To resolve this problem, sales reps should organize all the content in one centralized place. It will help minimize the time spent finding the required information by the sales team. Another thing you can do is have a content audit. It helps in making sure all the updated content is available to the sales reps. Moreover, it enables you to assess which information is available and figure out if any overlaps exist.
You can even get sales enablement software like Content Camel. With the help of such sales tools, sales reps can keep up with product changes, industry happenings, and so on. The sales enablement software will make sure only the compliant and updated content is available to the sales reps.
New Reps Underperform
Whenever you hire new reps, they are bound to underperform. That is because they are still figuring out how things work, even after initial training. Because of this, companies lose a lot of sales and revenue.
One simple solution might be giving them more training. But it might prove to be quite expensive in terms of time and money. That is why the perfect solution is investing in sales enablement software. Content Camel, just like many other sales enablement software, offers a coaching and training feature. It helps in improving their experience and skills. At the same time, it helps in getting them on board.
Not Having Insights Into The Content That Is Being Used
Another common problem faced by marketing teams is not knowing what content is being used and what is not. It is no surprise that marketers put in a lot of effort in creating content. And often, they wonder how it was perceived by the prospects. When you don’t get analytics of the content, it becomes frustrating and even demotivating. Hence, it is crucial for marketers to know how well their content is performing.
That is where a sales enablement tool comes in handy. It features content analytics that enables the sales and marketing team to know how the content is performing. Also, it provides insights into other things such as ROI data, customer engagement, content usage, and more. Through this, the marketing team will know which content must be updated and what is falling flat.
In the end, sales enablement can guarantee success as sales performance will increase and revenue will be boosted. It is an excellent way to stay ahead of your competitors. Sometimes, you might experience some problems when implementing sales enablement strategies. That is why you should always invest in a good sales enablement platform.
Since the market is filled with tons of software, choosing the right one can prove to be daunting. You must go with Content Camel as it is a leading and comprehensive tool. The best thing is that it will not burn a hole in your pocket.