Sales Enablement Versus CRM: What's the Difference?

Best Practices 5 min read

When a job is done efficiently and on time, it often means the right tools were available. Otherwise, the entire process would be challenging, and the results less pleasing.

You can compare it to hiring a science teacher to teach without a laboratory. Though they can still teach, it would be difficult theoretically explaining some concepts, right? However, if the same teacher was equipped with a modern laboratory they would do their work with ease, cover the necessary topics quickly, and offer quality services to students.

The same applies to salespeople.

Nowadays, many sales professionals still use outdated tools and methods, even though more advanced technology is available to lessen their workload. And when automated, triggers even better results.

A frequently asked question is whether you should invest in Sales Enablement or Customer Relationship Management (CRM) software. In today's article, we address these two terms to help you make the right choice.

Even as companies shape up and try to enable their sales teams to perform better through enhanced technology, it’s wise to explore some sales and marketing terms to prevent confusion.

Because, if you want to bring in more leads, and probably increase conversion rates, you must be equipped with up-to-date tools. But what are the right tools?

Sales Enablement Versus CRM: What's The Difference?

In short: sales enablement provides the sales team with the essential tools and resources they need to close more deals. CRM on the other hand is a database maximizing process and procedure automation to make sales teams more productive at work.

Sales Enablement

Sales enablement technology revolves around coming up with strategic insights, which provide salespeople with everything they require. The goal is to effectively interact with existing and potential prospects, with ease.

The main focus of this technology is not only to equip sales teams to make more sales but also to be smarter while at it. The features and information provided by such tools are essential in guiding, supporting, monitoring, and improving the entire selling process.

Easy-To-Navigate Platform

With an easy-to-navigate platform, sales reps can easily access essential information. This will allow them to quickly go through various data-driven insights, which can help them explain specific concepts to buyers with ease. For example, while being on the phone. Plus, they get to know what's working for others, and what's not. This way they can implement new strategies.

Also, such a platform will boost automotive administrative work, making it easy for collaborations between various sales reps. As people team up, they can realign to make up for each other's weaknesses, thus helping the team make better decisions.


This will also help new sales reps to start making their first sales within the shortest time possible. This helps the team achieve their targets on time.

Training And Coaching

Like any other sector, the sales and marketing industry is constantly evolving. Therefore, there is a need for regular coaching and training for sales teams to ensure they're updated on ongoing trends. This increases their knowledge and adds up to their skills over time.

Remember, today's customers are more demanding than ever. They expect a buyer-centric experience, and if they feel shortchanged, they will quickly walk away.

That's why sales enablement should be an important part of any organization wanting to thrive in the current times. It encourages different teams to work together for the common good. From sales to customer service to product development, figuring out how every team member can deliver an end-to-end consumer experience should be a top priority.

If done right, this will increase sales, boost customer retention efforts, and add value to the brand.

Customer Relationship Management (CRM)

Customer Relationship Management (CRM) is a database platform that helps organizations manage, and also track, how various teams have been interacting with customers and potential customers.

The aim is to use the data to improve the company's relationship with customers, potential customers, and day-to-day leads.

However, the use of CRM software varies across departments. For example, while the support team will use the CRM to quickly and efficiently manage arising customer issues, the sales team will use it to monitor various consumer engagement habits and streamline pipeline management.

That said, it's unfortunate that some sales teams think that they don't need a CRM, while the truth of the matter is that they can maximize and gain better results just like any organizational department.

One of the reasons sales teams avoid CRM software is because they feel it's complex and will only end up complicating their sales process. But, this is far from the truth.

You see, if the CRM is set up and managed correctly, it will in a big way simplify the sales process!

How Does CRM Software Simplify Sales And Operations?

Maintains Potential Clients And Buyers' Data

The system stores all the information from your marketing team, which can be used by the sales team in improving their sales process.

The sales reps can use such information for cold calling, outreach engagements, or deal management.

Besides, having a system in place makes it easy for managers to manage all tasks and data. And since the tool can produce analytics and statistics, the results of the team's performance and progress are more visible. This makes it easier to discuss the team's progress. And puts to rest the back-and-forth arguments since everything is based on actual facts.

It's a great way to save time and increase efficiency at the workplace.

Less Human Errors

CRM software eliminates room for human error caused by the manual entry of data. Imagine following up on the wrong lead due to a wrong digit in the entry form? This is where CRM automation features come in handy with follow-ups.

Recording Actions

With the sales CRM tool, it's easy to record every action taken by a sales rep. From sending emails, live chats, cold or follow-up calls. It's easier for sales reps to set reminders for subsequent follow-ups. Talk of efficiency!

Besides, manual tracking prospects can be difficult, especially as the organization grows. Even if you try, it will consume a lot of time and can lead to the loss of way too many deals.

What are we trying to say? Sales CRM tools are simply data-centric tools that can help sales teams save time, get rid of unnecessary tedious processes, and improve their productivity and efficiency.

Where sales enablement software provides sales teams with the right conditions and tools to excel in their deal-making.

Now that you know the difference between sales enablement and CRM software, you might realize you need both types of tools.

The Right Conditions For Sales With Vectera

Do you also want to conduct professional virtual sales meetings, be able to rely on the technology, and stay in touch with your coworkers? Then our sales enablement software is for you!

Feel free to contact us to discuss the possibilities for your organization!