5 AI-Aided Sales Enablement Tips

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Revenue enablement has changed: Until now, the role has revolved primarily around pushing content and training onto your sales team, but the mainstream adoption of AI has turned that model upside down.

Large language models (LLMs) have made it easy for Sales reps to get enablement content. That means sales assets, training, support, and messaging are being generated faster than ever before. More importantly, those materials are now delivered to Sales teams on-demand, immediately upon request—considered impossible just a couple of years ago.

Let's break down the impact of that automation on Sales enablement, and also offer up some handy sales enablement tips in the process.

How Automation Has Affected Sales Enablement

The renewed emphasis on automation has affected many key elements of enablement programs. Here's how.

1. Faster Sales Asset Generation

Sales reps no longer need to search for content. They just ask for it.

For example, "Give me a talk track that emphasizes the strengths of our Cloud product" is a request that might take days for an enablement manager to respond to.

Today, an LLM can generate a response in seconds using a mix of content, which is why having good sales playbooks, training guides, and marketing assets can really pay off.

2. On-Demand Sales Coaching

"How do I invoice this customer?" is a perfect question for an AI sales enablement tool. Reps no longer need to wait to get answers to questions about products and processes. What used to require a team training session can now be delivered instantaneously.

Going a step further, LLMs can also deliver sales coaching in real-time by listening to customer calls.

3. Automation of Repetitive Tasks

From updating salesforce notes to filling out RFPs, the day-to-day responsibilities of a sales rep can become distracting.

Responding to compliance questionnaires is a good example of a task that remains a terrible experience for humans but an excellent opportunity for AI. Today sales teams are already using LLMs to generate answers to RFPs, security questionnaires, and compliance reviews. Building outbound lists is another big opportunity for automation.

The list of tasks can go on and on.

Five Sales Enablement Tips

From a sales rep's perspective, the enablement experience has clearly changed. What does that mean for enablement managers, and how can they get the most out of AI adoption?

The trick is to create content that's easy for LLMs to use when generating sales enablement content. Here are five tips to do just that.

1. Create an enablement knowledge base

It doesn't matter if you use Seismic, SharePoint, Highspot, Box, or Google Drive to store your sales assets. Your job is to make it easy for AI to find, understand, and deliver this content to your team.

Enablement leaders who leverage AI need to remember the golden rule: "Garbage in = Garbage out." Knowledge sources are a key component of your sales program, and your knowledge base is the foundation for all AI-generated content that makes its way to the sales team.

So keep your content in one place and make sure it's up to date: Content freshness reviews go a long way, as does input from the sales team.

2. Focus on text-based content

Focus on creating sales assets that are easy for an AI to read. Visually appealing content is great for humans, but it's not always easy reading for a robot.

Prioritizing high-quality text will significantly impact how an AI "sees" your content and will actually make it more effective. To optimize text content, use well-written copy stored in universal formats, such as PDFs and Word Docs.

It all sounds simple enough, but you'd be surprised by how many teams prioritize style over substance, resulting in high-end graphics that can be difficult for an AI to parse.

3. Encourage user feedback

User feedback is a critical component of an effective enablement program. When incorporating AI into your environment, feedback data becomes invaluable. Reps should be encouraged to share the following types of feedback:

The quality and accuracy of AI-generated content: This is the most important metric.
Content relevancy and freshness: Is the AI using old or outdated information?
Response speed and overall time to value: How much time did the rep save?

LLM performance depends greatly on a constant user feedback loop, and a simple thumbs up goes a long way.

Revenue teams should make it easy both for customers and for sellers to rate AI-generated content.

4. Monitor usage and user queries

Incorporate usage reporting into your feedback loop; doing so is key to understanding how your team is interacting with AI.

For example, your employees might not leave negative feedback for their AI-generated content, but you might see them arguing with the AI if they're unsatisfied with its output.

Track the volume of queries and types of questions being asked. For example, are reps asking for the same case study over and over? Perhaps they're looking for a missing piece of data that hasn't been created.

Such small indicators can help shape and improve your enablement strategy.

5. Remember that chatbots lie

They may be powerful, but chatbots are not always accurate. In fact, you might catch them lying once in a while.

The best tip we can give you is to encourage your team to be cautious when using any AI-generated content. At least in the early stages, make sure to review the sources your models are using to ensure they are accurate and up-to-date.

Finally, remind your team that simple questions will get better answers.

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Using AI has never been more important for supercharging your efficiency and effectiveness.

By creating knowledge bases, making helpful content, monitoring AI use, and maintaining vigilance, you'll be able to fully harness the power of AI for sales enablement.

In the end, you'll not only streamline processes but also make your enablement program more effective than ever.