optimizing sales enablement for salespeople

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Optimizing Sales Enablement for Salespeople

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Page 1: Optimizing Sales Enablement for Salespeople

Optimizing Sales Enablement for Salespeople

Page 2: 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

Page 3: Optimizing Sales Enablement for Salespeople

3

What is Sales Enablement?

Page 4: Optimizing Sales Enablement for Salespeople

4

Common Sales Enablement Problems

Page 5: Optimizing Sales Enablement for Salespeople

5

Sales Enablement: What Do You Do?

Onboarding

Training

Content Services (creation, distribution, mgmt)

Coaching

Process & Programs

Tools & Technology

Page 6: Optimizing Sales Enablement for Salespeople

6

What Sales Thinks Sales Enablement Does

Page 7: Optimizing Sales Enablement for Salespeople

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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

Page 8: Optimizing Sales Enablement for Salespeople

8

What is Sales Enablement?

Page 9: Optimizing Sales Enablement for Salespeople

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Intersection of Needs & Deliverables

Onboarding

Training

Create Content

Distribute Content

Coaching

Process & Programs

Tools & Technology

More time Relevant Info

Help Less Admin

Page 10: Optimizing Sales Enablement for Salespeople

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5 Tips to Avoid Disconnects

1. At a minimum, have a sales enablement charter

• Owner and stakeholders

• Vission/Mission

• Obj. and strategies

• Metrics

Page 11: Optimizing Sales Enablement for Salespeople

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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

Page 12: Optimizing Sales Enablement for Salespeople

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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

Page 13: Optimizing Sales Enablement for Salespeople

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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

Page 14: Optimizing Sales Enablement for Salespeople

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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

Page 15: Optimizing Sales Enablement for Salespeople

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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

Page 16: Optimizing Sales Enablement for Salespeople

Thank You!

www.veeloinc.com@veeloinc @fravelb

Page 17: Optimizing Sales Enablement for Salespeople

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%,