How to Build a Compelling Business Case for Sales Enablement and Win Executive Support

If you're looking for a way to improve your sales enablement, look no further than executive buy-in.

Sales enablement empowers your sales team with the tools they need to succeed. But what does that mean? It means giving them access to the correct information at the right time to be as successful as possible.

It's not just about providing information--it's about making sure that your salespeople know how important it is for them to use that information and how much it will help them do their jobs better. And that's where executive buy-in comes in!

The best way to get executive buy-in for your sales enablement program is by showing them how it will help them achieve their goals. If you can show them how your program will improve their bottom line and make them more competitive in their industry, they'll be more likely to support it.

But how do you get executive buy-in on this? It's not easy--after all, it's not their job to sell or close deals! But if you can show them how sales enablement will help them achieve their goals (and ultimately increase their bottom line), then they're much more likely to support it.

Here are four tips for getting executive buy-in on your sales enablement program:

1) Ensure your executives understand why sales enablement matters for their business. What does it mean for them? How does it affect their bottom line? What are some specific examples of how it's helped other companies? Be prepared with these answers when you meet with them so that you can address any concerns or questions immediately.

2) Show them how much money could be saved by implementing a sales enablement strategy at your company--and make sure those savings go straight into their pockets! In other words, you need to prove that sales enablement isn't just a nice-to-have feature of your business but rather an essential part of it that will help your managers increase revenue while decreasing costs.

3) Show them how they can get started with sales enablement immediately. Many managers are hesitant to make significant changes because they're afraid of making things worse before they improve; this is especially true regarding technology.

4) Remember to emphasize how much easier it will make their lives! Many managers don't realize how much time they spend on administrative tasks sending emails and creating reports--until someone shows them the time savings that could be had by automating those processes.

When your executive team understands the importance of sales enablement and its role in driving revenue, they're more likely to support your efforts entirely. They'll also be more likely to provide you with the resources you need to ensure your sales team has everything they need to succeed.

What other tips would you give to enablement professionals to help them with executive buy-in?

About the Author

Kelly-Marie Melville is a passionate sales enablement professional with more than a decade of experience. Currently, she is a Manager of Sales Strategy and Operations at Wealthsimple. She leads cross-functional teams to provide strategic resources to client-facing and sales professionals within the financial services industry.