Blog

It’s QBR season again. Normally this would mean getting all of your sales reps and sales leadership into one room for 8 hours (sometimes for more than one day) to recap the previous quarter and plan strategies for the next one.

But this year, things have been different. Due to COVID, many teams will be running virtual sales QBRs.

Sales QBRs don’t have a great reputation even at the best of times. They are not always known to make waves, and many leaders and SDRs often view them as an obligatory exercise that comes with the job, like the occasional dinner with your in-laws. This will make your virtual sales QBR all the more challenging.

It sometimes feels like sales enablement suffers from middle child syndrome. Leadership is quick to shower sales reps and marketing with attention, and forgets all about sales enablement.

But as a sales enablement manager, if you want your efforts to get noticed, you have to build a business case for yourself. And that means showing your efforts have had an influence on revenue.

This is part 1 of a 4 part series on CS onboarding & enablement. Stay tuned for part 2 next month!

How do you measure the effectiveness of your sales enablement program?

Millennials are no longer just a part of the workforce. They are the workforce. 56% of US workers are millennials today, and that number will grow to 75% in the next 10 years.

The COVID pandemic has validated what we already suspected:

Modern enterprise runs on video.

Streamlining internal communication for newly-remote teams, video conferencing solutions have gained widespread adoption. Long a weapon of choice for tech and SaaS sales teams, video solutions like Zoom are now being used by virtually every sales organization.

We’re big fans of Gong.

In fact, I’d go as far to speculate wildly and say that Gong is possibly our favourite sales tool.

But that’s not why we partnered with them earlier this year to bring together outcome-based enablement and revenue intelligence.

We did it because revenue intelligence solutions, combined with LevelJump programs that tie enablement to revenue, is a killer combo.

And because it’s so cool, I thought it’d be worth sharing how our customers are using it.

Check it out.

Summary: taking your sales academy digital isn’t an impossible task. Start with the sharpest pain, ship programs quickly, get executive buy-in, reuse your existing content, and be bold – you can probably digitally enable more than you think.

Over the last few months, we’ve gone deep on Outcome-Based Enablement.

For the sales enablement function to become a mission-critical part of the go-to-market team, it needs to prove its impact on revenue. And we believe that enablement programs built outcome-first are the best way to achieve that.

And while most agree, many are a little fuzzy on exactly how to actually do Outcome-Based Enablement.

So we put together this 4-step sales enablement framework you can use to build your own Outcome-Based enablement plan or charter.

Last week, the LevelJump team and I went down to San Antonio for the 2019 Sales Enablement Society Conference. Our goal? Talk to lots of people, learn as much as possible about the sales enablement space, and eat some killer BBQ.

Sales enablement and sales training, while certainly related, are certainly not the same thing.

Tis the season for sales kickoffs. Many companies still have physical sales kickoffs and a growing number have virtual sales kickoffs.

Are Your Sales Enablement Efforts Working?

Unsuccessful sales programs are easy to spot. Goals are constantly unmet, opportunities are unrecognized or lost to the competition, closing rates are feeble, and customers are impatient with product-centered sales.

When it comes to sales teams, we believe people learn best from other people.

In our last webinar, we looked at some of the challenges of ramping reps in Q3 and Q4 to hit your annual quotas.