According to Manpower’s 10th annual talent shortage survey, a sales person is the fourth hardest role to fill in an organization. Ask any sales manager and they will tell you that of all sales roles, inside sales teams are especially difficult to staff. Inside sales representatives typically need significant sales training and a lot of high quality sales enablement tools to do their job well, feel successful, and therefore commit long term to the role. While sales positions in general are hard to fill, it does not help the situation that inside sales reps are also expensive to source.
We always hear that sales reps simply do not use the sale tools, content, and data sheets that are created to help them sell. In fact, IDC says that as much as 80 percent of content goes unused by sales teams. One simple and effective way to fix this problem is gamification. Gamification uses quizzes, quests, leaderboards and prizes to encourage sales training and development.
Sales enablement is the people, information, data and technology helping more reps meet and exceed quota each quarter. It is a multi-disciplinary function at the intersection of sales coaching, training and content marketing in leading edge enterprises. And it is a current favorite of sales leaders.