How To Make Your Salespeople More Effective And Productive


Sales enablement is one of the hottest subjects in business-to-business sales today, if not the hottest. Thanks to the Internet, buyers are better educated than ever before, so, to be effective and productive, salespeople have to be on top of every aspect of their sales story at all times.

Companies of all sizes, with large direct sales teams, extensive indirect sales channels, or both, often find it really difficult to continually produce the up-to-date information salespeople demand. To be useful and valuable, sales tools need to be constantly fed with fresh information about the product (or service) itself, the state of the market, what customers are asking for, the competitive landscape, potential objections ...

In-house teams work hard to update these essential tools in time for big trade shows and to coincide with major product launches, but often they're out-of-date almost as soon as they're published. Competitors launch new products at trade shows. Mergers and acquisitions are announced there too. Markets are fluid and industries today move faster than ever before. As well as the preparations you make for those specific events, on a daily, ongoing basis, you need to reflect changes to regulations and standards, currency fluctuations, other companies' successes and failures and other external factors in the sales tools your people are using.

This can cause unnecessary conflict. Sales complain to Product Management and Product Marketing that they need up-to-date sales tools to be effective. Product Management and Product Marketing respond by saying they're really busy with other stuff, they keep them as up-to-date as they can and why can't Sales use what they have and do their own additional research to complete the picture. Sales say they're paid to sell, not do background research, and they need sales tools to be current to be able to stay on top. It's a vicious circle and a less than ideal situation, but probably one that's recognisable to most.

Companies outsource all sorts of functions these days, so why not entrust the production, management and maintenance of these crucial sales tools to a third party that is paid to keep them updated and fit for purpose? It relieves pressure on Product Management and Product Marketing, enabling them to focus on other important aspects of their job, and gives Sales what they need, when they need it.

Companies outsource all sorts of functions these days, so why not entrust the production, management and maintenance of these crucial sales tools to a third party that is paid to keep them updated and fit for purpose? It relieves pressure on Product Management and Product Marketing, enabling them to focus on other important aspects of their job, and gives Sales what they need, when they need it.
At Informed Sauce we produce sales enablement tools that are made available as a set of nine e-cards that can be viewed on tablets, smartphones and on desktop browsers. They provide at-a-glance guides for busy salespeople who are mostly operating in the field. They contain all that essential information provided by the company supported by relevant information from around the market. Cards are updated constantly. Changes and additions are pushed out to users as update notifications.

The world is full of smart, dependable independent consultants with decades of invaluable experience of working in different market verticals. To supplement our own resources and to create an atmosphere of trust around our service, we hire in recognised market expertise where required. Third parties are also encouraged to re-sell our service to their own clients, creating an even stronger bond of trust.

We take away the pain of producing, managing and maintaining your sales tools. We allow you to concentrate on other important tasks and give your salespeople what they need to be more productive and close more business. We're efficient, accountable and cost-effective and we use industry insiders who understand your business and the market in which you operate.

To find out more about our service, click here to see a sample set of our sales enablement e-cards and here to view our contact details.