Being successful with sales enablement

It is no secret that the IT industry is rapid change and the ability to drive business value conversations with customers is more important than ever. Therefore,?many businesses are investing heavily in sales development and (in particular) in sales enablement.

Sales enablement helps salespeople to better engage with their customers. And more importantly, it opens new ways to drive value-based conversations with customers - making sure that the customers’ needs always sit in the centre of the dialogues.

I have been lucky enough to build, and work with, some amazing teams over the years and managed to pick up some key things to consider when it comes to sales enablement. Here are my top 5:

1. Always focus on the customer's experience and value

• Understand your customers and focus on their needs in all training and content
• Understand what your sales teams need to support the customers

2. Create high-quality content

• Don’t do it with a “good-enough” attitude. If you do it – do it right.
• Get your sales teams involved in the planning. If you can, get some customers involved!
• Be selective. You can’t fix everything at one go. Focus on what will make the most difference for your customers (and of course your sales teams).

3. No one-hit-wonders

• Sales training is a continuous effort. Involve, create, involve, launch, train, repeat.

4. Measure, understand, develop

• Ensure that you have (and align on) clear goals on what success look like
• Measure both the impact on your sales numbers and usage of the content you create
• Measure the difference in your customer satisfaction surveys
• … and continuously improve your content and training

5. Alignment

• Sales enablement is not a “sales thing” nor a “marketing thing” it’s a “customer thing”

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By the way, did you know that we are looking for a new Group Sales Enablement Coordinator to our award-winning commercial team at Proact? Well, we are???

Read more here: https://www.proact.eu/group-sales-enablement-coordinator/

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