optimizing sales enablement for salespeople
Post on 23-Jan-2018
128 Views
Preview:
TRANSCRIPT
Optimizing Sales Enablement for Salespeople
2
Agenda
• Sales Enablement Function: What Does it Think it Does?
• What Does Sales Want?
• Common Disconnects
• Recommendations to Avoid Disconnects
3
What is Sales Enablement?
4
Common Sales Enablement Problems
5
Sales Enablement: What Do You Do?
Onboarding
Training
Content Services (creation, distribution, mgmt)
Coaching
Process & Programs
Tools & Technology
6
What Sales Thinks Sales Enablement Does
7
Looking Through the Lens of a Salesperson
What Your Average Salesperson Wants:
• More time
• Information and content when it’s relevant
• Help … that actually helps
• Less administrative duties
8
What is Sales Enablement?
9
Intersection of Needs & Deliverables
Onboarding
Training
Create Content
Distribute Content
Coaching
Process & Programs
Tools & Technology
More time Relevant Info
Help Less Admin
10
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
• Owner and stakeholders
• Vission/Mission
• Obj. and strategies
• Metrics
11
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
• Deliver in the moment whenever possible
• Ongoing reinforcement
12
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and possible solution are
13
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and possible solution are
4. Formalize coaching and do it at relevant times
14
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and possible solution are
4. Formalize coaching and do it at relevant times
5. Align marketing content with sales training
15
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and possible solution are
4. Formalize coaching and do it at relevant times
5. Align marketing content with sales training
6. (bonus) Coach the coaches
Content that requires major redesign or improvement impacts quota attainment negatively: 53.1%, which is a decline of 9.5%.
SE structure• 49% of organizations still treat it in a 1 off approach• Achieved better revenue attainment – 9.6% rev and improved win rate by 16%
Coaching• Informal approach, slightly better• Formal coaching approach improved quota over 10%
Manager coaching• Investing in sales managers impactsrevenue attainment by 18.4%• managers’ coaching skills can improve, for instance, win rates by 27.9% and quota
attainment by 10.2%,
top related