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Sales Enablement: The One Step to Success for Cemeteries and Crematoriums

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Adopting sales enablement tools is one of the ways cemetery businesses have stepped up to stay viable and compete more successfully for the digital future.

A 2018 study by Bridge Group revealed that sales productivity ranks as the number one challenge for businesses. According to the poll, sales reps spend a shocking 64 percent of their time on non-selling tasks. Administrative tasks took up the biggest portion of their week at 25 percent. Getting stuck completing manual processes severely limits their ability to focus on achieving revenue goals.

For cemeteries, crematoriums, and funeral homes, the study underscores the importance of implementing modern sales enablement software that can drastically increase revenue and improve sales productivity.

So, What is "Sales Enablement" Exactly?

The term is used broadly and refers to methods that help a sales team accomplish its goals, while Sales Enablement Technology refers to the specific tools needed to do so. There are many examples of Sales Enablement Technology throughout the decade. For example, in the early days, the introduction of PowerPoint presentations and referrals from social networks enabled a sales team to be more productive. Today, integrated CRM, email and content management systems are all examples of Sales Enablement tools.

A better equipped and more efficient Sales and Marketing team leads to increased productivity, sales, and profitability.

How Does Sales Enablement Technology Work?

Sales Enablement Technology is usually adopted by the sales and marketing department within a company. Once integration is implemented, using the system helps streamline internal practices and external communications, to foster more successful interactions with other businesses and buyers.

There are many benefits to adopting sales enablement tools:

Efficient Training of the Sales Team 

It's no secret that training your staff is essential. In this case, your sales team is on the frontlines, and therefore training is particularly important given the sensitive nature of the business of cemeteries, crematoriums, and funeral homes.

How does Sales Enablement technology help train? The technology delivers data, trends and insights to help you identify what other successful businesses are doing, and determine what you need to do. It further outlines and streamlines sales processes that can help you boost sales productivity.

Monitoring Productivity

No matter where you are as a company, there is always room for improvement. There is always something that you can change or optimize to increase profits and returns. An area that many businesses look to measure is their prospect deals.

Some deals never make it through because they were not properly dealt with or adequately attended to. With sales enablement technology in place, most managers will be able to study and identify the trend of their sales team. Managers will identify which salesperson is a good decision maker, who among the team are the most active, as well as identify content and information that is most useful toward closing deals. With such information, the company is able to identify areas of improvement and quickly address them.

Right Content at the Right Time 

Quality content has the power to influence sales decisions. If your content is irrelevant, it will impact your sales negatively. Furthermore, sales representatives use most of their day looking for usable content. However, not all of them meet the mark. This searching, in turn, leads to a lot of wasted time that could have been used in converting sales.

Sales Enablement assists the salesperson in identifying a prospective buyer and then tailoring relevant content to move the prospect further down the sales funnel. A great piece of content will meet the prospect at exactly where he/she is, deliver value, often addressing concerns and offering solutions, and move the prospect from consideration to purchase.

If time is money, you've saved both.

Is it the Right Time to Introduce Sales Enablement Software? 

Cemeteries, crematoriums, and funeral homes are still an indispensable industry, but must adapt to an ever-changing world. Those who implement sales enablement software will be ahead of the curve and better prepared to compete successfully for years to come. Companies that lack the organizational readiness will have a harder time catching up further down the road, and may unknowingly separate themselves from the digital ecosystem entirely.

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Friday, 27 November 2020

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