Sales Enablement Software For Data-Driven Teams

Sales enablement software provides a repository of sales resources for your team as well as the ability for enablement teams to track the impact of their initiatives with data. Sales enablement platforms are especially valuable for onboarding new reps, improving quota attainment, and surface insights into team and rep performance. While many sales enablement tools will offer only a searchable knowledge base of sales content, best-in-class enablement platforms will also include data on rep performance on critical KPIs (win rates, conversion between stages, and adherence to sales methodology).

Sales enablement software stores your team’s best practices so they are organized, searchable, and actionable. Sales enablement platforms also provide data to guide your enablement programs: What common objections are your team coming up against? Where can your team improve? Which team members are adopting new training and messaging? Which ones aren’t and need a refresher? What is the ROI of your sales enablement program? Armed with data, your enablement team can define priorities, target training on certain groups, and deliver results to the revenue organization.

Your enablement team can monitor new messaging, product rollouts, updated talk tracks, and sales methodology compliance by your sales team directly in Gong’s sales enablement software. Here’s how it works:

1. Set up trackers: Automatically detect use of certain words and phrases by your reps, your prospects, or both. 
2. Set up email alerts: these notifications will let you know if the key messaging is or isn’t being used on calls. That way you’ll know in real-time if new messaging is catching on, and what to do about it.
3. Review stats: These dashboards will give you a trend of how effectively messaging is adopted over time, and give you the tools to determine which areas to focus on. You can also break down by team or by rep to opt for a more personalized approach and to surface coaching opportunities.
4. Topics: Identify patterns across thousands of conversations that you wouldn’t be able to do without AI. Even better, Gong’s AI will ID which patterns lead to successful closes, doing the leg work for you so you don’t have to listen to hours and hours of calls.

Sales enablement can use several features in Gong to maintain script adherence across their team.

1. Library: select great calls or snippets to show reps what good looks like. Build tribal knowledge from the ground up.
2. Scorecards: create custom scorecards so that you and other members on your team can offer structured feedback to reps on their performance on a given call. 
3. Upload a recording: new reps can upload a recording of themselves giving your pitch so that you can review it in Gong. 

Sales enablement teams can use Gong’s platform to get reps to quota in record time. 

1. Show it all: using libraries you can curate conversation snippets from every stage in your sales process to get reps up to speed on each step to close. 
2. Ask managers and reps to participate: let your team pick their best calls so that you can put together best practices from across your organization.
3. Make call-shadowing easy: let new hires access your team’s best calls at any time. You can also incorporate certain calls or folders into your Learning Management System workflow, by linking to them in relevant sections. 

Using the power of Gong’s sales enablement platform, you’ll be able to ensure homogenous coaching and feedback for all the reps on the team.

1. Set alerts for managers: that way, they’ll all track the same behaviors across their reps.
2. Create standardized scorecards for managers to deliver feedback using the same criteria every time.
3. Let reps listen to calls from their peers across the organization so they can take on best practices from their peers.

Here are actions your team members should take to make Gong’s sales enablement software part of their daily self-coaching routine:

1. Get the highlights: Listen back to important moments in calls and identify action items or critical details to unlock deals. 
2. Stay in the know. Before talking to a customer, listen to previous call highlights. Capture call notes and comments in Gong so they’re aligned with the relevant parts of the conversation. Gong comments allow the call organizer, their peers, and their manager to review a call within minutes with the full context for each call. Comments can include bookmarks for important segments of the call, coaching tips, deal notes, and other relevant points.
3. Make it a habit. Listen to at least one or two call recordings per week–their own and their peers’, and leave feedback. Treat other team members’ calls as learning experiences, particularly calls made by the team’s top closers. Listen to recently closed-won or closed-lost deals, and deals in specific vertical markets.
4. Tag a friend. Use @mentions in comments to request help, ask questions, or share information the team should know about. Savvy reps will leverage this for positive moments, such as clever objection handling, driving concrete next steps, etc.