Sales Enablement

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Sales Enablement

• Date 06/20/2022

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What is Sales Enablement

• The field of sales enablement is predicated on
  providing salespeople with what they need to
  engage their target buyers. As such, its
  important to provide sales with the resources the
  buyer wants. 
• What sales enablement provides to salespeople is
  a critical part of defining your program. What
  you provide usually takes the form of
  information. We group this information into two
  categories 
• Content that sales will provide to the buyer 
• Best practices, research and tools that sales
  will consume internally

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Why is sales enablement important?

• Sales enablement plays a key role in scaling the
  sales organization beyond a handful of
  overachievers.
• It provides all salespeople with the best
  practices, knowledge, tool and resources required
  to be successful. One sales enablement best
  practice is to designate overachievers as
  leaders/teachers of the program.

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What Do Sales Enablement Teams Do All Day?

• Sales onboarding and continuous learning programs
• Creation of sales assets and sales training
  content
• Ownership and implementation of the sales
  coaching strategy
• Sales communications
• Cross-functional communication
• Management of sales tools and user best practices
• Measuring and reporting on sales enablement
  program success

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Sales enablement examples

• 1. Build a long-term strategy that includes roles
  specific tools, processes and scalable,
  repeatable best practices. This can be done by
  partnering with the sales organization to agree
  upon specific goals, deliverables, milestones and
  responsibilities.
• 2. Drive better conversations and achieve higher
  conversion rates by facilitating seller and buyer
  access to on-demand, in-context, and high-quality
  engagement materials.

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• 3. Eliminate conflicting messages among
  prospective buyers by breaking down departmental
  silos in your company. Its important to adopt
  organization-wide communications tools that
  automatically sync everyone on new available
  resources or workflow updates.
• 4. Improve bottom lines and scale growth by
  systematizing sales training activities and
  coaching to deliver best-in-class outcomes.

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