What the heck is Sales Enablement and why would we need it anyway?

So, what is the problem that sales enablement solves?

Sales enablement is a data-driven approach to increasing the effectiveness of sales teams. The rise of remote operating sales teams has led to a disconnect between Sales, Marketing and Product within just a few short years.

The disconnect has led to uncoordinated and unstructured sales approaches at a time when markets have become increasingly challenging. Sales Enablement has become the answer to bridging the gap that has sprung up.

Sales Enablement
- Acts as the intermediary between Product, Marketing and Sales.
- Organizes Sales Content with the use of Platforms like HighSpot or others.
- Channels customer feedback for continuous improvement.
- Provides Customer data and insights to support sales.
- Analyzes, tests and documents sales processes with the goal to improve effectiveness.

Sales Enablement improves Sales’ focus on Lead Conversion, Reducing Sales Cycles and promotes Upsell.

The Sales Enablement leader’s role starts with the development of a Sales Enablement Playbook that is being used - to make the sales process transparent and predictable
- to provide ongoing training for the established sales force and
- to on-board new members of the sales or marketing team for a running start

The Sales Enablement Playbook becomes a living document undergoing continuous improvement as markets, technology and the organization undergo changes and optimizations. If you feel a growing disconnect and drop in effectiveness between your sales team and your organization, then we should talk. Here is our approach:

Step 1      will be a needs assessment to identify the gaps
Step 2      creates an implementation plan with your teams
Step 3      trains and coaches your teams for maximum effectiveness
Step 4      establishes the continuous improvement loops for ongoing growth.