What do you know about sales enablement? Does your educational institution understand how to use this methodology to sell more courses and increase enrollment?
Finding strategies to improve student enrollment is a challenge that any educational institution needs to figure out how to overcome. Here in the blog da 4RevOps, we have already pointed out several times the need to align marketing and sales teams to make actions more effective and assertive, something that is in line with sales enablement.
Get ready for today's post as we dive into the world of sales enablement!
Enjoy your reading!
This methodology has gained global recognition, including in Brazil, where more and more educational institutions are adopting sales enablement to improve their student recruitment and retention strategies.
Sales enablement, also known as sales training, is a methodology that promotes increased productivity based on a systemic approach that serves as the basis for the content that drives sales of the company's courses.educational institution.
To achieve this, your institution needs to have a specialized professional who has knowledge of the entire sales process. From attracting students to the company's website or blog,educational institutions, their conversion into leads, the nurturing process to qualify these leads until, finally, the closing of new registrations.
This knowledge is used to promote the important and already mentioned alignment between the marketing and sales teams. Something that depends on the professional's ability to ensure that the commercial sales pitch is targeted at the right audience and reaches them through practices that can be easily repeated and that are scalable (that is, that reach a growing number of potential students).
Over the last few years, the attention of educational institutions has turned to inbound marketing, a methodology that also presented new paths for traditional marketing, now commonly called outbound marketing.
In this context, the institution's education began to invest in strategies such as creating relevant content for the blog, promotion of content through advertisements on social networks and others. And, to ensure that these actions have the desired effect, that is, to ensure the return on investment (ROI), is why sales enablement was created.
Finding ROI is a process that is based on defining and monitoring metrics that indicate the results achieved by the institution. Data that also serves to indicate the points that need to be better worked on or that can be explored to increase enrollments.
The idea of promoting alignment between marketing and sales in educational institution through sales training, here are some points that are crucial to the success of adopting the methodology.
The idea is to provide the sales team with more information about the interests and needs of each potential student, as well as presenting them with the most relevant content for each approach. This results in a more pleasant and persuasive conversation, aiming for success in attracting students.
Additionally, the integration of artificial intelligence (AI) into sales strategies has proven to be a growing trend. Organizations that incorporate AI into their sales processes see significant improvements in productivity and personalized customer service.
his approach allows sales teams to focus on higher-value activities, such as building relationships and closing deals.
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Objectively, using sales enablement is a way to make the actions of the marketing and sales teams more assertive, especially when properly combined to improve student acquisition.
According to the "Top Sales Enablement Statistics for 2024" report, 90% of organizations have a role, program or person dedicated to sales enablement, representing a 20% increase over the previous year.
Thus, the use of the methodology not only favors an increase in enrollments but also tends to make the institution's resources better directed and used.
Caption: Sales Enablement in action: empower your sales team with data and strategic tools to drive results.
Taking as a basis all the knowledge that we mentioned is necessary for a sales enablement specialist, it is possible to understand that the methodology involves a series of distinct actions, which converge towards the same objective.
An important point is to ensure that the brand positioning and messages shared by your institution are consistently addressed to potential students. Something that demands strategies to strengthen the branding and the production of quality content which, as already mentioned, is part of what drives the sale of courses at educational institutions.
Furthermore, in general, the process of implementing the sales enablement methodology demands:
At this stage, the new commercial process for selling courses from the educational institution. Something that also includes the identification of possible problems and their solutions, in addition to evaluating the real capacity of the hired employees;
Summary: Sales enablement is essential for aligning marketing and sales, boosting enrollments, and streamlining student acquisition. This approach empowers teams with data, strategic content, and tools like AI and automation. With standardized processes and a focus on the student journey, your institution improves ROI, reduces waste, and speeds up conversions. Adopting sales enablement means investing in sustainable growth.
Your educational institution needs help adopting sales enablement? Enter in contact and talk to the experts at 4RevOps!
Sales enablement is a strategy that aligns marketing and sales to make the student acquisition process more effective. It equips teams with data, strategic content, and tools to increase enrollment, personalize approaches, and boost commercial performance.
By aligning messaging, the student journey, and sales processes, sales enablement ensures efforts are targeted at the right leads at the right time. This reduces wasted resources and increases conversion rates, maximizing ROI.
It involves hiring specialists, training teams, adopting sales tools (like CRMs and automation platforms), and building scalable, data-driven processes with regular performance reviews to improve continuously.
Sales enablement leverages the leads and data from inbound marketing to empower sales teams. With that, reps can deliver targeted, relevant messages to the right students at the right moment, making the conversion more natural and effective.
If there’s misalignment between marketing and sales, wasted leads, low conversion rates, or trouble measuring sales performance, sales enablement can be the solution to streamline operations and grow enrollment.