Did you know companies with sales enablement have a 49% close rate on forecasted deals vs 41% without?
In manufacturing where complex products and long sales cycles are the norm this can be millions of dollars in revenue.
By providing sales teams with the right sales enablement framework, tools, resources and training manufacturers can engage with buyers and perfect their sales process.
Let’s get into sales enablement and explore proven techniques to transform your manufacturing sales.
What is Sales Enablement in Manufacturing?
Sales enablement for manufacturing provides sales teams with the right tools, resources, and information to increase productivity and growth while addressing industry-specific challenges like long sales cycles, compliance, and supply chain management.
Sales enablement often entails a combination of using CRM systems, custom sales collateral, and manufacturing sales training programs.
Yet sales enablement is more than a buzzword; it’s a holistic approach that aligns sales and marketing to the buyer’s needs. This alignment is why sales enablement is important in boosting sales effectiveness and efficiency in the manufacturing sector, where a difference between a sale and a refund often boils down to a communication gap.
At its heart, sales enablement in manufacturing means:
- Sales workflows
- Technology
- Training and development
- Sales assisting content quality and access
- Measuring and reporting
By improving in each these areas, manufacturers can increase efficiency of their ales pipeline, get departments talking, and drive sales results.
Core Components of Sales Enablement
To implement a sales enablement strategy manufacturers should focus on:
- Aligning sales and marketing teams to ensure consistent messaging and goals.
- Providing ongoing training and development for sales teams to keep them updated on the latest industry trends and product knowledge.
- Utilizing data and analytics to track performance and make informed decisions.
- Creating and distributing high-quality content that addresses the needs and pain points of potential customers.
A well-structured sales enablement program is crucial for integrating these components effectively, ensuring that sales teams are more effective and personalized in their approach to industrial buyers.
1. Workflow Optimization
Streamlining sales processes is key to efficiency. This means:
- Access to up to date product information
- Quoting and order management systems
- Sales, engineering and production departments talking
By streamlining these workflows manufacturing sales teams can sell more and administrate less, which ultimately helps to increase sales team efficiency. Note that workflow optimization, however, is a double edge sword: over-optimization can lead to situations where a process is a priority over a personal approach, and that might hurt you, especially during later stages of sales process.
2. Leveraging Technology
Integrating new sales enablement technologies with existing tech stacks is key to modern sales enablement. More and more people extensively research your manufacturing brand and its offering and competitors before ever making a first contact. In such circumstances, perfecting each stage of a buyer's journey, whether before first point of contact or after, and using technology to improve this journey, can be paramount.
Consider inspecitng how your sales agents use the following tools and tech in your sales cycles:
- Customer Relationship Management (CRM) systems
- Sales analytics tools
- Content management platforms
- Email tracking and outbound call tracking software
Sales enablement technology is vital for improving sales processes in B2B environments. These tools give real time insights into buyer behaviour so sales teams can adjust their approach, so make sure to collect as much data as possible about your sales team performance.
3. Training and Development
Invest in your manufacturing sales reps' skills for long term success. Focus on:
- Regular professional sales training sessions
- Coaching programs to improve problem solving skills
- Continuous skill development opportunities
Unlike one time technology solutions, ongoing training and development is required for exchanging experience between sales and marketing and other departments, and also adjusting to incoming trends in manufacturing sales. We will talk more about trends in the manufacturing sales field in the later sections.
4. Content Quality and Access
- Email templates and phone scripts
- Sales decks
- Content organized for sales reps to access quickly
Good content engages buyers and improves customer experience. When a prospects studies your website and blog, content often serves as the first step in forming trust between a potential consumer and your amnufacturing brand. At the same time, high-quality content is essential for the manufacturing sales team to effectively communicate with technical buyers and ensure they have the necessary skills and knowledge to represent the products. Always check your website content and sales materials for inconsistencies to avoid sending buyers mixed signals about your offerings.
5. Measuring and Reporting
Standardized reporting of sales data and analytics is key to optimising your sales strategy. Use this data to:
- See what’s working in your sales approach
- Where to improve
- Make data driven decisions to boost sales performance
Almost every digital sales platform mentions earlier comes with a built-in analytics and data collection features, so make sure to include this data in recurring sales reports.
Sales Enablement Techniques for Manufacturing
Now we’ve covered the components, let’s look at proven techniques to turbo charge your sales enablement.
Sales enablement for manufacturing companies plays a crucial role in enhancing sales growth through effective planning, content creation, and technology.
Understanding and optimizing the sales cycle is essential for sales teams to create clarity, measure performance, and effectively engage with potential buyers. Modern sales enablement tools can streamline this process to shorten the sales cycle and enhance effectiveness.
1. Align Marketing and Sales Teams
Communication gap between marketing and sales teams is a common issue for many manufacturing companies. Bridge the gap between sales and marketing teams by:
- Using sales enablement tools to facilitate communication
- Both teams focusing on the buyer’s needs (develop buyer personas to aid that alignment)
- Content that serves marketing and sales purposes
2. Leverage CRM Systems
Implement a CRM system to:
- House customer data
- Manage customer interactions
- Empower sales
Some popular options among manufacturers are Salesforce, HubSpot CRM and Microsoft Dynamics 365.
3. Cross Departmental Collaboration
Get marketing, sales, executives, stakeholders and other relevant teams talking frequently (at least bi-weekly meetings) to:
- Identify gaps in the buyer’s journey
- Create better content for prospects and inner use
- Share lead quality data
Cross department collaboration is key to a cohesive sales enablement strategy.
4. Content Management Platforms
Use content management platforms to:
- Distribute sales enablement content efficiently
- Simplify content creation
- Customers experience centralised relevant content
Look at WordPress, HubSpot CMS or Contentful for this.
5. Continuous Training and Coaching
Implement training and coaching programs to:
- Keep your sales team up to date with industry trends such as AI, marketing automation, and others
- Continuously develop their skills and knowledge
- Achieve and exceed sales targets
6. Sales Content Management Tools
Use tools to manage, update and share content such as:
- Pitch decks
- Product sheets
- Case studies
So your sales team always has access to the latest information.
7. Case Studies and Examples
Create case studies to:
- Share previous customer success stories
- Get strong testimonials for your products or services
- Influence prospects and prove product value and ROI
Consider video case studies as they are more engaging than written content.
8. Engage via Interactive Experiences
For younger decision makers:
- Interactive technology driven sales experiences
- Modern communication and demo channels
- Traditional sales with digital approaches (e.g. VR/AR demonstrations)
9. Utilize Customised Sales Decks
Get away from one size fits all and instead:
- Tailor your sales decks to each prospect’s specific needs and challenges
- Show how your solution solves their unique pain points
- Highlight the ROI and business impact of your offering
10. Promote Teaching Mindset
Position your sales reps as experts by:
- Engaging prospects with solutions to their problems
- Showing deep industry knowledge and trends
- Building trust before the formal sell
Manufacturing Sales Enablement Challenges And How to Overcome Them
Manufacturing companies have their own set of B2B sales challenges. Here are the common ones and how to overcome them:
1. Complex Sales Process
Solution: Break your sales process down into manageable stages and provide clear guidance at each stage.
2. Informed and demanding buyers
Solution: Keep your sales team up to date with industry trends and enable them to have in-depth, value based conversations with prospects.
3. Product differentiation
Solution: Focus on unique selling points and tailor your messaging to show how your products solve specific customer pain points.
4. Long sales cycles
Solution: Create a nurturing strategy with content and touchpoints at every stage of the buyer’s journey.
5. Multiple decision makers
Solution: Map the decision making process within target accounts and develop strategies to engage each stakeholder.
6. Resistance to change
Solution: Highlight the long term benefits and ROI of your solutions and provide case studies of successful implementations.
Future of Manufacturing Sales Enablement
As the manufacturing landscape changes sales enablement must too. Here’s what’s next:
- Digital Transformation. Get ready for more digital interactions, 80% of supplier customer interactions will be digital by 2025.
- AI and Automation. Use AI and automation to increase productivity, improve product quality and innovation.
- Customization and Personalization. Rethink your operating model to meet the growing demand for custom products and personalized experiences.
- Cross Functional Teams. Bring sales, product development, engineering and customer support teams closer together.
- Continuous Performance Measurement. Put in place rigorous KPIs to measure and refine constantly.
- Economic and market challenges. Prepare for economic shifts and rising customer expectations by sales based approaches.
Next Steps in Sales Enablement
Sales enablement is no longer a nice to have but a must have for manufacturers to succeed in today’s competitive, and quickly advancing market. By implementing these strategies and staying on top of trends you can arm your sales team with the tools, knowledge and strategies to deliver amazing results.
Remember, sales enablement is an ongoing process that requires continuous refinement and adjustment. Keep enabling your sales force and you’ll be ready for the challenges, opportunities and growth in the manufacturing sector.
