E-Learning

What is Sales Readiness and why it is important?

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What is sales readiness?

At each stage of the buyer’s journey, sales reps need the skills and knowledge to conduct effective sales conversations, and it is essential to assess whether the reps can apply this knowledge and skill effectively. In contrast to sales training, which emphasizes product features, sales strategy, or selling skills, sales readiness continuously assesses and fine-tunes how sales reps integrate such information within actual sales conversations. Sales readiness is about getting sales reps ready to begin selling as soon as possible. Let’s see how it works:

  • Implementing effective onboarding so that reps are ramped up quickly and efficiently
  • Demonstrating behind the scenes so reps are ready to sell when the time comes
  • Aiming to improve the core sales skills of your team and certify the progress of your reps
  • Providing microlearning and on-demand training to align teams with product updates
  • Enabling reps to stay on the same page with messaging, process changes, and more

Sales readiness vs sales enablement

Although the two are related, sales readiness is different from sales enablement. Consider sales readiness as a subset of sales enablement: sales readiness is about making sure that salespeople are capable of engaging with their next prospect and closing the sale.

However, sales enablement involves your organization’s ability to empower salespeople to perform as well as they possibly can in every way.

It may manifest itself in the delivery of training to salespeople, but sales empowerment goes far beyond that. To optimize sales team productivity, efficiency, and performance, your organization would require you to optimize the processes and tools you provide to your salespeople – and these are particularly important in certain areas of sales.

Sales readiness in the new normal

Due to several circumstances in 2020, hundreds of sales organizations switched to virtual sales training methods. In 2021, however, remote work is no longer an unwelcome interruption to business but has now become the new norm.

In 2021, Gartner estimates 58% of the sales force will be operating virtually, compared with 24% pre-pandemic. Therefore, organizations will have to restructure how they structure their sales-readiness initiatives.

Why does sales-readiness matter?

Sales readiness is an important aspect of the broader sales enablement concept. It involves evaluating and assessing the training results and skills of your sales staff. Sales readiness matters because an engaged and capable sales team will: 

  • Boost the revenue of your organization
  • You will receive valuable insights and metrics
  • Enhance communication between sales teams and prospects 
  • uplift rep engagement and overall retention

By having a better understanding of how to implement sales readiness assessment in your organization and how to use sales-readiness platforms to your advantage, you can ramp up your training results and fill your sales staff with confidence. The sales training software from KloudLearn provides you with tools to assess your sales readiness, as well as other convenient features your organization needs to succeed.

A roadmap to sales readiness

Here are a few tips to help you develop a great sales readiness program. And as we’ve discussed, there’s a lot that goes into it. 

Assess your salesforce:

To make educated decisions, you need the right data and information about your sales team’s current skill set, wants needs, and preferences. KloudLearn believes you should listen to your reps and work with others to create the best sales enablement training program possible. So listen to your reps, look at the data your team already has, consider the marketplace, and identify successes and challenges. It’s the first step towards your team becoming sales-ready and doing Better Work. 

Identify the right objectives and metrics:

To coach your team to success, be sure to monitor the right metrics and review the correct indicators. There are plenty of metrics and data to consider. 

Identify and use the right sales readiness tools for your organization:

Choosing the right sales enablement tool or sales training platform is no easy task. Rather than focusing on features or functionalities, you need to choose something that seamlessly fits into your entire sales technology stack. Integrating your sales readiness tools with other sales enablement tools allows your reps to work smoothly, increasing the chances of team adoption, engagement, and overall success. 

So here’s the go-to conclusion: If you’re reading this, your team moves fast. We think sales-readiness should too. Every business, whether it has five sales reps or five thousand, needs to adopt a sales readiness platform that empowers staff to feel confident. Make your sales team more effective with Seismic’s sales enablement, training, and coaching solutions.

Restructuring your sales readiness program

The following five principles will guide your sales readiness program,

Update strategy and playbooks for omnichannel selling:

In McKinsey’s research, omnichannel customer journeys are here to stay. Buyers prefer a combination of face-to-face, remote, and online self-service interactions with sellers equally. Sales organizations cannot respond to this decisive shift simply by exploiting existing strategies through digital channels. Omnichannel is not only a trend, or a pandemic workaround, but a critical fixture of B2B sales globally.

To achieve this, companies need to fundamentally rethink questions such as how to avoid channel conflict, provide the human touch in remote interactions. And it also provides a tangible experience when there are no physical demonstrations or walkthroughs. The only way to adequately train reps in the new normal is to produce these new sales playbooks.

Make learning more contextual:

Integrated sales training processes are one of the key advantages of virtual sales training. Contextual sales guidance ensures that sales reps are motivated to consume teaching content. It is highly relevant to their most immediate sales tasks. The content is presented as short, interactive, and easily digestible pieces of information. It is focused on specific learning outcomes that can be easily handled by the learner. Microlearning also allows organizations to deliver the necessary domain and skills knowledge to sales staff.

Use gamification and collaboration at the workplace:

Gamifying sales readiness, including badges, challenges, and leaderboards, encourages the innately competitive nature of sales reps. Remote sales teams lack the immersive office environment and therefore face challenges regarding motivation and innovation. However, it is also crucial to provide channels for reps to engage actively with other team members, allowing them to learn collaboratively from each other, leveraging the collective sales team experience.

Support experiential learning:

Representatives cannot acquire all the skills they need by reading or watching demo videos. Some skills can only be acquired through experiential learning, which is learning through doing. Learning is not equal in all forms. When we listen to a lecture, we retain less than 5% of the information. Despite audio-visual methods and live demonstrations, retention never surpasses 30%. Due to active participation, learners can perform more reflective and cognitive processing.

Training and coaching using AI and analytics:

An AI-enabled sales readiness platform can track more than just consumption metrics to track sales training progress. Particularly, platforms like these can analyze at scale the quality of practice pitches based on topics, delivery, mood, and keyword usage. They will be able to identify those sales reps who are ready to pitch. And also those who need more coaching and training. Managers face several factors that lead to coaching failure. It includes lack of time, bias, and poor identification of how they can improve. Moreover, these platforms can be integrated with CRM software for monitoring real-time sales performance, identifying pipeline leaks, and optimizing sales training and coaching strategies.

How can KloudLearn Help?

Your sales training will be engaging with Kloudlearn’s LMS. With our course authoring tool, you can quickly create interactive training courses. You can engage learners with features like Gamification, Social Learning, and Skill-based Learning, and track their performance at the individual and course level. Learners’ progress can be tracked and decisions can be made based on our robust analytics and reporting features.

Our Zoom integration also allows you to host online training sessions. Our mobile app makes it easy for your employees to learn. Try our sales training LMS today for free and learn how it can help your organization.

FAQ’s

What exactly is the goal of sales readiness?

Everything your sales representatives need to be ready for the moment of truth, when they're in front of a potential customer, is covered in sales readiness.

When it comes to sales readiness vs. sales enablement, what's the difference?

The difference between readiness and enablement is when it comes to readiness is the realization of sales enablement whereas Enablement is the process of providing sales representatives with everything they need to go out into the field and sell.

What is sales readiness Mindtickle?

We define sales readiness at Mindtickle as Sales readiness is a state of continuous excellence for increasing sales through the use of a set of tools and processes to improve understanding, improve performance, and accept change.

Why is sales readiness important?

You have visibility into the messaging, themes, and topics that are carried to market in real world interactions between sellers and customers if you're ready to sell. If sales leaders are to course-correct those representatives who need more guidance, they must first understand the habits of great sellers.

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