Sales strategies differ based on the industries, target market and sellers. Similarly, one size doesn’t fit all when opting for a sales enablement platform. Especially if you have inside and field sales teams. 

Inside sales teams are majorly working in head offices and zonal offices, hence their sales mostly happen inside the office, close to managers or mentors and can have immediate access to collaterals and other FAQs. Whereas, Field sales are often face-to-face meetings. The sales reps travel and meet one customer to another to communicate. In such scenarios, some of their concerns are often around access to collaterals and FAQs being limited or sometimes even outdated.

These are some of the areas that highlight the key differences and the sales enablement requirements for both Inside sales and field sales.

So, what are the things to consider when enabling field sales teams?

i) Help them with training material that they can access whenever required. Such as videos, assessments, PDFs and more.

ii) Keep them equipped with the latest content and collaterals that will help them communicate and engage effectively.

iii) Help them with key talking points before meeting a client to pitch better with high relevancy.

iv) Provide them with a mobile-first platform like SalesPanda to access information and content to share with clients whenever required.

Sales enablement for inside sales teams:

i) Unlike field sales, inside sales spend more time in the office, where they might be cold calling, doing discovery calls or demos and need easy access to content to share before or after with prospects to engage.

ii) The sales enablement platform puts all materials at the fingertips allowing them to share directly with prospects using the platform.

iii) The platform can give them quick query resolutions when a prospect throws unexpected questions in order to answer the question correctly.

iv) A platform like SalesPanda not only provides easy access to content, sales cadence and rhythms but also gives quick AI-powered query resolution that can empower sales reps to engage easily with their prospects.

It was only after the pandemic that digital selling became an area to consider for companies and reevaluate their sales strategies. Although the innovation is pacing up, the adoption is lacking due to poor planning, lack of key stakeholders, skill gaps and several other factors. 

The end goal of sales enablement is to empower sales teams with collaterals and tools they need to boost their productivity. And, if you are looking to implement one, evaluate it considering the structure of requirements and work. It should also align with the business goals and sales needs.

SalesPanda is a sales enablement and acceleration platform for sales teams and partners helping them boost their productivity and sales growth. If you would like to see our platform demo, don’t forget to contact us.