A paradigm shift has taken place in the tasks and activities of the modern day sales rep, and the tasks and activities that once belonged to a more traditional style of selling. The need to knock on doors and pitch a hard sell to close a deal is long-gone. Today, sales teams are empowered by technology.

Technology has shifted the job of the sales team from sales reps who push a sale and act as walking billboards, to concierges. Customers have so much product and industry knowledge at their fingertips that they don’t need someone to tell them that their product is the best – they need someone to assist them in their sales journey. After all, 70% of the information customers see before making a purchase decision is self-discovered.

The advent of sales enablement technology has provided so much data at the hands of marketing and sales teams that the need for sales reps to be more organized and have more control of their internal processes has become critical. Today’s sales enablement comes in the form of sales aids that are used on sales call to record the interaction – so that when the meeting is over, marketing has a better grasp of what it is the customer was looking for to refine campaigns for future prospects.

Sales enablement technology ensures that a sales team has all the collateral they need, when they need it, and where they need it. Because the sales rep has become mobile, this has lent itself to the need to become more organized and in control of customer data, touchpoints, and all related sales (and marketing) activities.

Let’s look at 4 ways sales enablement helps sales reps

1. Maintains control over documents

Studies show that the opportunity cost of unused or underused marketing content is roughly $2.3 million for enterprise organizations. Where is the content? Is it compatible with each stage of the sales cycle in terms of the needs of the customer? Is it easily accessible and easy to retrieve? Sales enablement helps sales rep maintain control over all documents so that when a need arises, the sales rep is there to provide information momentarily – via email, via phone and on sales call.

2. Keep sensitive material in compliance

Protecting company reputation and your brand is critical. You don’t want your company having an information privacy breach. Sensitive information needs to be protected as part of a daily routine across the organization. Even a single instant of unauthorized access to data could have significant consequences. The right sales enablement tool keeps all material in compliance.

3. Organize files and devices into meaningful groups

Organizing customers into groups is beneficial because it enables marketing to create campaigns around where customers are in their buying journey. This, in turn, provides better targeting and messaging, and enables sales reps to have transparency into the sales cycle.

4. Making sure users always have the most up to date versions

Making the most impact with sales presentations begins with having the latest versions of sales enablement technology. The more up-to-date sales and marketing teams are, the more it is possible to be organized and in control of the conversation.

A study conducted by CSO Insight found that organizations with sales reps at the forefront that used mobile CRM and social sales tools won 7% more deals than their competitors that did not use mobile tools. Tablets deliver a customer experience like no other. And with real-time access to the right information to advance the sale process, Mobile Sales Enablement is setting the bar high when it comes to the sales rep/customer relationship. Staying ahead means adopting new technologies, and when we are in control and organized with our content, it becomes easier to engage with customers.

How effective is your content collateral? Do you need to boost sales performance by becoming more organized and in control of your content? vablet can get you there.