Table of contents
- Sales Enablement Examples
- The Importance of Sales Enablement
- What Are Sales Enablement Strategies?
- Key Components of Successful Sales Enablement Strategies
- How to Build Sales Enablement Strategies?
- Improve Your Sales Enablement Strategies with Goodmeetings
- FAQs
Are you looking for ways to help your sales team perform better?
You need to use sales enablement strategies!
Did you know? More than 60% of companies use sales enablement to – help generate leads, nurture them, and grow their business.
But what exactly is sales enablement? Well, it is all about giving your sales team the support, training, and resources they need to succeed.
This guide will walk you through the basics of sales enablement strategies – showing you how to boost your team’s confidence, improve their skills, and ultimately, increase your sales.
So, let’s begin!
Source: Goodmeetings
Sales enablement is the process of equipping a sales team with the resources, tools, and training they need to effectively engage with potential customers and close deals.
It involves providing the right content, information, and guidance to help salespeople connect with potential customers and address their needs. This support can include things like –
- Product knowledge
- Marketing materials
- Communication strategies
The goal is to make the sales process smoother and more efficient – so your team can focus on building relationships and driving sales. To put it simply – sales enablement helps your sales team be more successful by giving them everything they need to perform at their best.
Related: AI in Sales Enablement Explained: Practical Use Cases & Top Tools
Sales Enablement Examples
Here are three real sales enablement examples to give you a better idea.
- HubSpot’s Sales Training Program
HubSpot offers extensive training and certification programs for its sales team, including – courses on inbound sales techniques and product knowledge. This helps reps effectively use their CRM tools and strategies.
- Salesforce’s Sales Playbook
Salesforce provides its sales reps with a comprehensive sales playbook. It includes strategies for different sales scenarios, product information, and customer success stories to aid in closing deals.
- Dropbox’s Marketing Materials
Dropbox equips its sales team with – up-to-date marketing materials and case studies that highlight successful implementations of their cloud storage solutions. This enables reps to showcase the product’s benefits effectively.
Related: 12 Sales Training Ideas to Increase Team Readiness in 2024
The Importance of Sales Enablement
Sales enablement is vital for boosting your sales team’s performance and driving business growth. Here’s why it’s important:
- Improves Sales Efficiency
Sales enablement tools and training help sales teams work more efficiently. Did you know? Sales enablement boosts sales productivity by an average of 30%. Also, 86% of sales professionals believe that sales enablement greatly affects business success. s
- Increases Revenue
Effective sales enablement strategies can lead to higher sales. Research indicates that sales enablement strategies can boost quarterly revenue by 8% and improve the chance of winning forecasted deals by 49%.
- Enhances Customer Experience
Providing your team with the right resources ensures they can better meet customer needs, leading to improved customer satisfaction. Companies that focus on sales enablement see a 15% rise in customer satisfaction.
- Reduces Onboarding Time
Sales enablement speeds up the training process for new hires. This can cut the time it takes for new sales reps to become productive. Data shows that sales enablement can cut the time it takes to onboard new hires by 30%.
- Boosts Sales Team Morale
With the right support and resources, sales teams feel more confident and motivated. Companies with effective sales enablement often see increase in sales team morale. Did you know? Sales teams that use sales enablement are 52% more likely to hit their sales targets.
Related: 15 Best Sales Methodologies You Need to Know
What Are Sales Enablement Strategies?
Source: Goodmeetings
Sales enablement strategies are actions and tools used to support and improve the performance of a sales team. These strategies include –
- Providing training and resources
- Creating useful content
- Offering ongoing support to help salespeople close deals
Examples of sales enablement strategies are – developing a sales playbook, giving access to up-to-date marketing materials, and using technology to streamline processes.
Sales enablement aims to make the selling process smoother and more efficient. The overall goal is to improve sales performance, increase revenue, and drive business growth.
Related: What Is Channel Sales? A Comprehensive Guide
Key Components of Successful Sales Enablement Strategies
Successful sales enablement strategies focus on empowering your sales team by providing them with the right resources, tools, and guidance to improve their performance. The following components are essential for crafting a robust strategy:
- Ongoing Sales Education
Instead of one-off training sessions – continuous learning guarantees that your sales team stays updated with the latest market trends, sales techniques, and product knowledge. This includes workshops, role-playing, and interactive sessions that are tailored to address the evolving needs of the sales environment.
- Dynamic Sales Content
Content should be relevant, easily accessible, and aligned with current sales goals. This includes not only product brochures but also interactive content like videos, infographics, and client testimonials. A dynamic content management system helps in organizing and updating these resources regularly.
- Advanced Sales Technology
Use tools beyond basic CRM systems. Incorporate advanced analytics platforms that provide insights into customer behavior, sales automation tools that reduce manual tasks, and AI-driven recommendations that suggest the next best actions for sales reps.
- Customized Sales Playbooks
A sales playbook should go beyond basic scripts. It should provide tailored strategies for different sales scenarios, customer personas, and industries. It also includes templates for proposals, email outreach, and follow-up plans that are customizable to each rep’s style and customer needs.
- Strong Sales-Marketing Synergy
Sales and marketing alignment is not just about shared goals but about integrating efforts. Regular collaboration sessions, joint content creation, and shared insights from customer interactions ensure that both teams work in harmony to deliver a unified customer experience.
- Data-Driven Decision Making
Implement performance metrics that go beyond surface-level KPIs. Focus on predictive analytics that can forecast sales trends and identify potential bottlenecks. Regularly reviewing these insights helps in refining strategies and making informed decisions.
- Tailored Support and Mentorship
Beyond standard coaching, provide personalized mentorship that caters to individual strengths and weaknesses. This includes pairing less experienced reps with seasoned professionals – offering leadership development programs, and creating a supportive environment that fosters growth and confidence.
Related: Sales Pitch 101: How to Create a Perfect Sales Pitch
How to Build Sales Enablement Strategies?
Source: Goodmeetings
Creating successful sales enablement strategies involves a series of steps that guarantee your sales team has the right tools, training, and support to succeed. Here’s how to build comprehensive sales enablement strategies in detail:
Step 1: Understand Your Sales Team’s Needs
Start by having open conversations with your sales team to learn about the challenges they face and the goals they want to achieve. It’s important to get their input so you can create a strategy that truly helps them succeed.
Here are some questions you can ask:
- What obstacles do you face during the sales process?
- What tools or content would make your job easier?
- Are there any gaps in your knowledge or skills that you would like to improve?
- What parts of the sales process do you find most challenging?
- How do you usually prepare for meetings with potential customers?
- Are there any resources you wish you had when trying to close a deal?
- What support do you need to better understand the products or services we offer?
- How do you think our sales process could be more efficient?
These questions will help you understand the real needs of your sales team – allowing you to create sales enablement strategies that are practical and effective.
Related: What is Ideal Customer Profile in Sales – Framework to ICP
Step 2: Set Clear Goals and Objectives
Once you understand what your sales team needs – the next step is to set clear goals for your sales enablement strategies. These goals will give you a clear direction and help you measure how well the strategy is working. To make sure your goals are effective – they should follow the SMART criteria:
- Specific: Be clear about what you want to accomplish.
- Measurable: Make sure you can track your progress. Use numbers to measure success.
- Achievable: Set goals that are challenging but still possible.
- Relevant: Your goals should align with the overall objectives of your business.
- Time-bound: Set a clear deadline for achieving your goals.
By setting SMART goals, you create a roadmap that guides your sales enablement efforts.
For example, if your goal is to boost the sales team’s productivity by 20% in six months – you can regularly check how close you are to reaching that target and take action if you’re falling behind.
Related: What Are Smart Sales Goals and How to Set Them? (Examples and Tips)
Step 3: Develop a Training Program
After identifying the skills and knowledge gaps in your sales team – the next step is to create a focused training program. This program should cater to both new hires and existing sales reps.
- Initial Training for New Hires
Start with the basics, like – understanding your products, learning the sales process, and getting familiar with the tools they’ll use. This helps new team members quickly get up to speed.
- Ongoing Training for Existing Sales Reps
For your current sales team, regular training is essential. This can include updates on new products, advanced sales techniques, or refining customer interaction skills. Ongoing learning keeps your team sharp and adaptable.
- Use a Mix of Methods
Combine different training approaches to keep it engaging. Use online courses for basic knowledge, in-person workshops for hands-on learning, and role-playing to practice real-life sales scenarios.
- Focus on Practical Skills
Make sure the training is practical and relevant to daily tasks. Equip your sales reps with tools and techniques they can immediately apply to improve their performance.
By keeping the training program targeted and practical – you help your sales team stay prepared and effective in their roles.
Related: How to Use AI For Sales Training – Tools and Best Practices
Step 4: Create and Organize Sales Content
A key part of your sales enablement strategies is providing your sales team with the right materials to engage with customers effectively. This content can include product brochures, case studies, presentations, email templates, and scripts. These resources help your sales reps communicate the value of your products or services clearly and persuasively.
- Gather or Create Content
Start by identifying what content your sales team needs most. Create or gather materials that address common customer questions, highlight the benefits of your products, and showcase successful case studies.
- Organize and Make Content Accessible
It’s not enough to just have great content—you also need to organize it in a way that’s easy for your sales team to find and use. Consider using a centralized content management system (CMS) where all materials are stored in one place. This allows sales reps to quickly search for and access the specific content they need during sales calls or meetings.
- Regularly Update Content
Keep your content up-to-date to ensure it stays relevant and aligned with your current sales goals. Regularly review and refresh your materials based on feedback from the sales team and changes in the market.
Related: Complete Guide to Sales Battlecards – What Are They and How to Use Them?
Step 5: Choose the Right Technology Tools
Selecting the right technology tools is crucial for supporting your sales enablement strategies. These tools help your sales team work more efficiently and effectively.
Identify Essential Tools
Start by identifying the types of tools that will best support your strategy. Common tools include:
- Customer Relationship Management (CRM) Systems: These systems help – track customer interactions, manage sales pipelines, and keep all customer information organized.
- Sales Automation Tools: These tools automate repetitive tasks, such as sending follow-up emails or scheduling meetings.
- Communication Platforms: Tools like team chat apps or video conferencing platforms help sales reps – stay connected, share information quickly, and collaborate on deals.
Ensure Usability and Integration
Choose tools that are easy to use and fit well into your sales team’s existing workflow. Avoid tools that are overly complex or require extensive training. The goal is to streamline processes, not create additional challenges.
Related: 12 Best Sales CRM Software in 2024
Step 6: Develop a Sales Playbook
A sales playbook is an essential tool that acts as a go-to guide for your sales team. It helps guarantee that every sales rep is on the same page and using proven strategies to achieve success.
- What to Include in the Playbook?
The playbook should start with best practices that your sales reps can follow throughout the sales process.
This might include tips on how to prospect effectively, how to engage with potential customers, and how to move deals forward.
Include scripts for common objections – so your sales reps know how to respond confidently when faced with pushback from customers.
- Strategies for Different Sales Scenarios
Your playbook should also cover different sales scenarios that your team might encounter.
For example, how to handle a hesitant buyer or how to approach upselling to existing customers.
Providing strategies for these situations helps your team feel prepared and ready to tackle any challenge.
- Tips for Closing Deals
Finally, include specific tips for closing deals. This could involve techniques for creating urgency, ways to offer value, and methods for negotiating terms. The goal is to help your sales reps seal the deal effectively.
Related: Sales Playbook: Creating effective sales process SDRs will follow
Step 7: Align Sales and Marketing
For sales enablement strategies to be truly effective – it’s important that your sales and marketing teams work together closely. When these two teams are aligned – they can more effectively target potential customers and convert leads into sales.
- Encourage Regular Communication
Start by building a regular communication between the sales and marketing teams. Hold joint meetings where both teams can share insights and updates. This helps ensure that everyone is on the same page and working toward the same goals.
For example, marketing can share upcoming campaigns or content they are developing – while sales can provide feedback on what types of leads are most valuable.
- Collaborate on Content Creation
When sales and marketing collaborate on content creation, the results are more effective. Marketing can develop materials that directly address the needs and challenges identified by the sales team.
This guarantees that the content is not only engaging but also relevant to the sales process. Sales reps can then use this content confidently, knowing it aligns with their goals and customer interactions.
- Consistent Messaging
Alignment between sales and marketing also ensures consistent messaging across all channels. Whether a potential customer is interacting with a sales rep or seeing a marketing ad, the message should be clear and unified. This consistency builds trust with customers and reinforces your brand’s value.
Related: Sales Intelligence 101 – Definition, Tools and Best Practices
Step 8: Implement and Communicate the Strategy
Once your sales enablement strategies are ready – the next step is to implement it and clearly communicate it to your sales team. Effective communication is crucial for ensuring everyone understands and follows the new strategy.
- Communicate Clearly
Start by explaining the key elements of the strategy to your sales team. Outline the goals you aim to achieve, such as boosting productivity or improving sales conversions.
Detail the new tools and resources they will use, and describe any new processes they need to follow. Highlight how these changes will benefit their work and help them achieve better results.
- Provide Training
Offer training to help your sales team become familiar with any new tools or methods. This training can include workshops, online courses, or one-on-one sessions. Focus on practical, hands-on learning so that sales reps can apply what they’ve learned directly to their daily tasks.
- Ensure Access to Resources
Make sure that all new resources, such as sales materials and tools, are easy to access. Set up a central location where sales reps can find everything they need. Provide clear instructions on how to use these resources effectively.
Related: 10 Best Sales Engagement Platforms to Boost Your Sales Performance in 2024
Step 9: Monitor Performance and Gather Feedback
After implementing your sales enablement strategies, it’s important to monitor how well they are working. Track key performance indicators (KPIs) like sales conversion rates, average deal size, and customer satisfaction. These metrics give you a clear picture of how effective the strategy is.
- Track Key Metrics
Regularly check these KPIs to see if there’s improvement. For instance, if your conversion rates are higher, it might indicate that your sales enablement efforts are paying off. If not, it may be time to investigate further.
- Gather Ongoing Feedback
Ask your sales team for regular feedback on the strategy. This can be done through surveys, one-on-one meetings, or team discussions. Find out what’s working well and where they face challenges. Their input is valuable for understanding how the strategy impacts their daily work and how it can be improved.
- Use Feedback for Improvement
Combine performance data with feedback to identify areas for improvement. This will help you make informed adjustments to your strategy, ensuring it continues to support your sales team effectively.
Related: 12 Best Sales Analytics Software To Measure Sales Performance
Step 10: Refine and Improve the Strategy
Sales enablement strategies should evolve over time. Use the insights from your performance tracking and feedback to make continuous improvements.
- Adjust and Update
Regularly refine your strategy based on the data you collect. This might include updating training programs, revising sales content, or adjusting sales processes. Keeping the strategy up-to-date ensures that it remains relevant and effective.
- Align with Goals
Make sure that your strategy continues to align with the company’s goals and adapts to changes in the market. Regular reviews will help you stay on track and make necessary changes to meet new challenges.
Related: 15 Best Sales Automation Tools to Boost Your Revenue in 2024
Best Sales Enablement Strategies
Here are some effective sales enablement strategies that can help your sales team perform at their best:
- Create Target Account Profiles
Develop comprehensive profiles for key target accounts – focusing on the company’s industry, key decision-makers, pain points, and prior interactions with your business. This approach allows your sales team to tailor their strategies specifically to each account – increasing the likelihood of successful engagement.
- Personalized Sales Coaching
Offer individualized coaching that targets each sales rep’s unique strengths and areas for improvement. This method ensures that coaching is relevant and practical – helping each rep to build confidence and develop skills that directly improve their performance.
- Build a Prospecting Toolkit
Equip your sales team with a well-rounded prospecting toolkit, including – email templates, cold call scripts, key industry contacts, and research tools. This toolkit simplifies the prospecting process, helping reps quickly identify and connect with high-potential leads.
- Sales and Product Alignment Meetings
Facilitate regular meetings between your sales and product development teams. Keeping your sales team updated on new product features, updates, and upcoming releases enables them to communicate product value more effectively – leading to better customer engagement.
- Customer-Centric Selling
Shift your sales focus to address the customer’s specific problems, rather than merely pushing a product. Train your team to ask insightful questions and listen actively – guaranteeing that the solution presented truly meets the customer’s needs.
- Targeted Content Delivery
Deliver only the most relevant sales materials to your reps, based on the current stage of the sales cycle. This approach helps your sales team stay focused and provides them with the right tools to engage effectively with prospects at each stage.
- Continuous Feedback Loops
Set up regular feedback sessions where sales reps can share their experiences and challenges with leadership. This ongoing dialogue allows for timely adjustments to strategies, content, and tools, based on what’s actually happening in the field.
- Use of Micro-Learning Modules
Implement short, focused training modules that reps can complete in brief sessions. This micro-learning approach helps them quickly absorb and retain information without interrupting their selling time.
- Create Buyer Persona-Focused Content
Develop sales materials and resources specifically tailored to different buyer personas. This means creating brochures, case studies, and pitch decks – that address the unique pain points, needs, and goals of each type of customer your sales team encounters.
- Use Social Selling Techniques
Encourage your sales team to use social media platforms like LinkedIn to build relationships with potential customers. Train them on how to share valuable content, engage in discussions, and identify leads through social listening. Social selling can help reps reach out to prospects in a more personal and less intrusive way.
- Make Customer Presentations
Provide your sales team with tailored presentations that are visually appealing and specific to each client’s needs. These presentations should – highlight your products, offer solutions to the client’s challenges, and include supporting data to back your claims.
Related: 15 Best AI Sales Tools & Software [2024]
Best Practices for Implementing Sales Enablement Strategies
Source: Goodmeetings
Sales enablement best practices guarantee that your team is equipped to effectively engage and convert prospects throughout the buyer’s journey.
- Assign a Strategy Leader
Choose someone to lead the sales enablement efforts. This person should handle planning, execution, and keeping everyone on track. By having a dedicated leader, you ensure that your sales enablement strategies are consistent and effective.
- Align with the Buyer’s Journey
Always tailor your sales process to match where the buyer is in their journey. Understand what they need at each stage and adjust your approach accordingly. This ensures your sales team is always relevant and helpful.
- Use Data to Guide Decisions
Regularly analyze data to see what’s working and what’s not. Whether it’s tracking which content is most effective or which sales tactics lead to conversions, using data helps you refine your approach and improve results.
- Create Content for Every Sales Funnel Stage
Develop materials that address the needs of prospects at different stages of the sales funnel. This could include informational content for those just learning about your product or detailed case studies for those ready to make a decision. Having the right content at the right time can make a big difference.
- Regularly Update and Optimize Content
Continuously review and improve your sales enablement content. As your product or market changes, your content should reflect those updates. Keep it fresh and relevant to maintain its effectiveness.
- Model Success After High Performers
Study what your top-performing sales reps are doing and use their methods as a standard for the rest of the team. By identifying successful tactics and sharing them with everyone, you can elevate the entire team’s performance.
- Ongoing Training and Coaching
Never stop training your sales team. Regular coaching sessions help reinforce good habits and introduce new strategies. Take advantage of every opportunity to provide feedback and support, ensuring your team continues to grow and improve.
- Write Clear and Concise Content
When creating sales enablement materials, ensure they are easy to understand. Avoid complex language and get straight to the point. Clear, concise content is more likely to be used by your sales team and appreciated by prospects.
- Organize Content for Easy Access
Structure your content in a way that makes it easy for sales reps to find what they need quickly. Whether they’re looking for a specific piece of information or a template, an organized system saves time and keeps them focused on selling.
- Deliver Relevant Content at the Right Time
Ensure that the right materials are delivered to the right people at the right time. This might involve using automation tools to send specific content based on a prospect’s behavior or stage in the sales funnel. Timely delivery increases the impact of your materials.
- Create Multi-Platform Content
Develop content that can be used across different platforms, such as emails, websites, and social media. This ensures that your message is consistent and accessible, no matter where your prospects are engaging with your brand.
- Align Messaging with Company Values
Make sure your sales enablement content reflects your company’s values. Consistent messaging builds trust with prospects and reinforces your brand identity. It also helps your sales team communicate more effectively and with confidence.
Related: 15 Sales Games To Make Sales Meetings and Training Fun
Measuring Sales Enablement Success
Tracking the success of your sales enablement efforts helps you understand what’s working and what needs improvement.
- Sales Performance Metrics
Monitor key indicators like total sales revenue, number of deals closed, and average deal size. These metrics show the direct impact of your sales enablement efforts on overall sales outcomes.
- Time to Productivity
Track how long it takes new sales reps to reach full productivity. A shorter ramp-up time indicates that your training and resources are effective in preparing reps for their roles.
- Content Usage and Effectiveness
Measure how often sales materials are used and how they influence deals. Assess which content pieces lead to successful engagements and adjust your content strategy accordingly.
- Win Rates
Calculate the percentage of deals won versus deals lost. Improving win rates over time suggests that your sales team is better equipped to close deals thanks to effective enablement strategies.
- Sales Cycle Length
Observe the time it takes to move a prospect from initial contact to closing a deal. A reduced sales cycle length means your sales process is efficient and your team is effectively addressing customer needs.
- Quota Attainment
Evaluate how many sales reps are meeting or exceeding their sales targets. High quota attainment rates indicate that your team has the necessary tools and support to achieve their goals.
- Lead Conversion Rates
Measure the percentage of leads that turn into customers. Higher conversion rates show that your sales team is successfully nurturing leads and converting them through effective strategies.
- Customer Satisfaction Scores
Gather feedback from customers regarding their experience with your sales process. High satisfaction scores reflect positively on your sales team’s ability to meet customer expectations and build strong relationships.
- Training Completion and Retention
Track completion rates of training programs and assess how well reps retain and apply the information. Effective training should result in better performance and confidence among your sales team.
- Cost of Sales
Analyze the expenses involved in making sales, including training, tools, and resources. A lower cost of sales without sacrificing performance indicates efficient and effective sales enablement.
Regularly reviewing these metrics will help you understand the effectiveness of your sales enablement initiatives and guide you in making informed improvements.
Related: 12 SaaS Sales Metrics You Should Care About in 2024
Improve Your Sales Enablement Strategies with Goodmeetings
Source: Goodmeetings
The whole point of sales enablement strategies is to help your sales team close more deals. And guess what? Goodmeetings is especially designed for this purpose.
It is an AI-powered tool that automatically records, transcribes, summarizes and analyzes sales meetings and conversations – helping your sales team close deals faster. Let’s take a look at how Goodmeetings can help:
Source: Goodmeetings
- Enhanced Meeting Analysis
Goodmeetings records and transcribes every sales call and meeting with high accuracy. Your team can easily review these calls, fine-tune their pitches, and get a better understanding of what the customer needs. This helps them spot trends and improve their sales tactics.
- Automated Follow-ups
After each meeting, Goodmeetings’ AI automatically generates action items. This keeps your sales team organized and allows them to focus more on selling rather than getting bogged down by administrative work.
- Personalized Coaching
Goodmeetings provides AI-powered coaching based on actual meeting data. This personalized feedback helps your sales reps sharpen their skills, boost their confidence, and close more deals. The tool even includes a feature called “Ask Me Anything on Meetings,” allowing reps to quickly find answers from past interactions.
- Sales Battlecards
Additionally, Goodmeetings provides sales battlecards that give your team quick, strategic information to counter objections and close deals more effectively.
- Sentiment Analysis
Goodmeetings also reads the emotions and reactions of clients during calls using sentiment analysis. This helps your sales reps adjust their approach on the fly, making their engagements more empathetic and effective.
- Comprehensive Meeting Insights
The platform offers detailed insights into meeting performance and customizable dashboards. These tools help your team monitor how engaged clients are during meetings, understand what strategies work best, and make informed decisions to optimize their sales process.
Related: Getting Started with the Goodmeetings Notetaker
By using Goodmeetings, your sales team can work smarter, respond faster, and ultimately, sell more. Want to try Goodmeetings for free? You can sign-up for a 7-day free trial or book a free demo.
Source: Goodmeetings
Boost Your Sales Enablement Strategies With Goodmeetings!
FAQs
- What is a sales enablement strategy example?
A sales enablement strategy example – Providing personalized training and resources to help sales teams effectively engage and close deals with customers.
- What is B2B sales enablement?
B2B sales enablement gives sales teams tools, training, and content to engage business clients and boost sales.
- What is the difference between sales enablement and sales training?
Sales enablement provides tools and content for ongoing success, while sales training focuses on teaching specific skills.
- How can sales enablement improve sales performance?
Sales enablement improves performance by offering tailored resources, tools, and support, allowing sales teams to work more effectively.
- How do you measure the impact of sales enablement?
Measure impact by tracking metrics like sales growth, deal velocity, and the effectiveness of provided tools and content.
Wrapping Up
Sales enablement is key to boosting sales performance. By providing your team with the right tools, training, and content, you create a strong foundation for success. Implementing these sales enablement strategies can lead to better customer engagement, higher conversion rates, and consistent growth. Tools like Goodmeetings can further boost your efforts by streamlining meetings, improving follow-ups, and offering personalized coaching.
