1. Leverage AI to drive efficiency
AI was all the rage in 2023, and rightfully so. Utilizing AI is one of many sales enablement best practices, but practically speaking, how can enablement leaders use AI to improve the quality of their work and ultimately grow their business?
We've discovered that AI can assist enablement leaders in many ways, for instance:
- AI for prospecting analyzes historical data and prioritizes high-converting leads.
- Conversational AI in sales, such as AI chatbots, monitors prospect questions 24/7.
- AI forecasting detects trends and patterns for more accurate predictions of what deals will close and when.
- Generative AI saves sellers time by automating sales email creation, meeting scheduling, and outreach personalization.
Going into the new year, many enablement teams will take advantage of AI. In fact, according to The State of AI in Enablement Report, nearly 9 out of 10 respondents shared that their organizations plan to make further investments in enablement technology in 2024.
If 2023 was the year of talking about how to use AI, 2024 will be the year of using AI and discovering where it makes the biggest splash for your GTM organization.
2. Optimize your tech stack
New year, new budget. Whether your budget grew, shrunk, or stayed the same as last year, it's never a bad idea to look for ways to optimize your budget and tech stack. Sales enablement tools offer advantages like improved efficiency, streamlined workflows, lower operational costs, and much more.
The right tools empower sellers to access relevant sales enablement materials so they can close deals more quickly, receive training to improve their skills, and get feedback to meet targets.
Optimizing your tech stack will keep you ahead of the game and ensure you're providing customers with the most advanced and impressive experience possible.
Pro tip: Consolidate your revenue tech stack with one comprehensive platform rather than purchasing half a dozen different point solutions.
3. Lean into revenue enablement
In 2024, aligning your revenue-focused teams—marketing, sales, and customer success—is essential for maintaining consistent messaging throughout the buyer journey. This approach, known as revenue enablement, goes beyond traditional sales enablement, which focuses only on the sales team. Revenue enablement supports every stage of the sales process to drive revenue.
The State of AI Enablement Report reinforces this approach: 83% of respondents agree that integrating artificial intelligence (AI) into their larger go-to-market (GTM) strategy would lead to revenue growth.
This data proves how important it is to lean on AI tech and prioritize solutions that enhance rather than detract from team alignment. If your organization struggles to deliver a smooth, unified customer experience from the first call to customer renewal, it's time to shift your focus from sales enablement to revenue enablement.
In short, when all client-facing teams collaborate, they create better net-new deals and set themselves up for happy customers that renew and expand.
4. Level up your training methods
In today's diverse workforce, in-person or live training methods are no longer efficient ways to ramp or continuously train your team members. If you aren't offering online, on-demand training for your revenue teams, one of your sales enablement goals should be to level up your training efforts.
Seismic Learning is a great way to make this goal a reality. Seismic Learning gives teams interactive, real-time access to top-notch online lessons, certifications, and learning paths. With our solution, you can:
- Ramp reps quickly
- Hone skills systematically
- Reach goals more often
Your sales reps want (and expect) their training to be engaging. Bite-sized lessons that feature elements like videos, role-plays, and quizzes are top-notch training formats for sellers — watch this video to find out why.
