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.
It’s an old story, one that sales enablement practices and tools are meant to improve.
But let’s give this litany of woe a positive spin. Other than the obvious — significantly higher revenues and other sales enablement metrics — how can you recognize sales enablement practices that contribute to success? How do you know if your sales enablement efforts are working?
We put together a quick list of sales enablement success indicators that you can use to understand if what you're doing is working (or, you know, you can just buy LevelJump).
Let's take a look!
Let’s consider four important ideas: teamwork, customer-centric sales, communications and content. With them, we can create our list of success indicators.
Your sales team members are collaborators, not lone wolves.
Your marketers supply your sales teams with a steady flow of insights – not just leads.
Your team is learning how to work with empowered customers.
Your sales reps are learning about customer buying cycles, purchasing stakeholders and buying networks.
Your team engages in valuable conversations about the buying process.
Your sales team members bring new insights to your customers proactively.
You avoid generic (one-size-fits-all) content.
Internal sales aids support current sales opportunities.
How many success indicators did you recognize? With any luck, you’re well on your way to establishing and maintaining successful sales enablement practices.
Image credit: Josh Hild via Unsplash
Spencer is the product marketing manager at LevelJump. He comes from the world of content and loves helping B2B SaaS companies find exactly the right people who love a product, and figuring out exactly how to tell that product story so it resonates and compels action. You can find him on LinkedIn.