There are several stages involved in implementing a sales enablement program. You need to create a hypothesis, get all stakeholders on board, and roll it out effectively. Once the process is in motion, there's another crucial phase — proving it works. Or, if it's not working, to quickly identify the problem and go back to the drawing board. What follows are some guidelines on how to show that sales enablement is working, and how to make improvements in any areas that need tweaking.
There are several key steps to building a successful digital sales enablement program. The most exciting part, however, is actually shipping the program so you can see it in action. The way it’s executed will have a major effect on how it’s received and the results you see. Here are some best practices and common mistakes to avoid to ensure you build a scalable sales enablement strategy that meets your objectives and drives revenue.
Who doesn't like scavenger hunts? We'll do you one better: what if the next scavenger hunt could help you save significant resources and play a vital role in your sales enablement process?
That might sound a bit extreme.
But that's exactly what a content scavenger hunt can do.
Sales enablement is the process of building a comprehensive program designed to provide your sales team with the content and tools they need to close more deals. From training materials and product information, to highly effective email templates, competitor battlecards, and much more, content is an important part of the process to help your team drive more revenue.
But it’s bonkers expensive and takes ages to build. On average, marketers spend about 26% of their budget on content.
So a big part of being an effective enabler is learning to use what you’ve got. And a scavenger hunt can help you surface existing content across your organization, enabling you to leverage it into better sales training and optimization.
That's right: no new content required. Instead, follow these 4 steps to run an effective content scavenger hunt that can lead to almost immediate ROI.
In order to effectively implement digital enablement, it's imperative to get all the essential stakeholders on board. Without buy-in throughout your organization, it will be difficult to roll out your digital enablement strategy. But obtaining the necessary support can seem like a daunting task when you need to convince a diverse group of people, each with their own viewpoints and objections. With the right preparations, however, you can convey the benefits of your position and secure the support you need.
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.
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.
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.
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.
Peloton is a tech / fitness company launched in 2012 and is reportedly now approaching an $8 billion evaluation. In addition to being wildly successful, they’re the first company to break the SoulCycle cult, surpassing their active users in Q4 2018.
'Tis the season to be shopping. Not just for your friends and family, but spending some cash to supercharge your sales team.
Maybe you have end-of-year budget to spend, or you’re planning your sales tech spend for 2020.
Where sales tech should you buy?
How do you onboard new sales reps who aren't in the office? That are remote?
How do you reverse engineer the building of a sales onboarding program, such that it completely aligns with your company goals?
So I have to be honest, I am really getting annoyed with sales teams or sales enablement and operations teams that are completely overcomplicating sales onboarding.
What should you include in your sales onboarding? Right now, imagine that you're tasked with getting your reps to quota.
How are you going to do it with all of these new reps that just started at your organization? What content are you going to use? What training is going to help these reps ramp quickly?
How do you improve your sales onboarding programs over time?
Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.