Optimizing Sales Enablement with Video

Achieving optimized sales enablement remains a pipe dream for many an enterprise. Industry research firm IDC defines sales enablement as “The delivery of the right information to the right person at the right time and in the right place, to assist moving a specific sales opportunity forward.” IDC’s research study further observes that “sales reps are typically not well prepared for meetings with customers.” This implies that in recent times Customer Relationship Management (CRM) systems are not being optimally utilized or are lacking in some or the other way. Oddly it seems as if CRM systems have only been seen as a way to track lost opportunities than to capitalize on the ones they have, rather than being used to increase sales productivity.

sales enablement quite simply put is the ability to leverage the collective intelligence of a company’s sales organization. This further implies that all field personnel, including account managers, systems engineers, and technical account managers, should not only comprehend the position of the enterprise but also be knowledgeable about the enterprises varied products and service offerings. Therefore sales personnel requite some sort of a system that can help them to know all such information pertaining to the enterprise in a precise and concise manner.

Sales personnel require such systems that can assist in making them more competitive. Also the system should be able to capture, share and deliver the applicable knowledge to them in an efficient manner.

Using the medium of video can definitely help enterprises to improve sales productivity. Video can enable enterprises to record training sessions and pass off valuable knowledge virtually and make it available to the sales staff. The added benefit of using video is that it can be used to train employees from any location and at any time. It allows sales staff to view content live or download video files from any of their remote locations. Also using such virtual mechanisms ensures that the retentive power of the sales staff improves by leaps and bounds because now they can see, hear and also read presentations whenever they want to. Using video as a medium to enhance sales enablement techniques works on many levels since it ensures that the sales personnel can find any information they need immediately, thereby ensuring that no time is lost on searching for the same.

Video when used for optimizing and improving sales can offer enterprises a tremendously systematic and cost-effective way of capturing knowledge. Video also furthers integration efforts between the sales team members and enhances collaborations during learning programs.

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