The Power of the Sales Enablement Ecosystem
Naomi Oyston
High Performing Teams | Leadership | Sales Training | EQ & Neuroscience | Financial Services Sales & Service | DISC Personality Profiles | Five Behaviours of Cohesive Teams | Positive Psychology | GROWTH Coaching Trainer
"Sales Enablement" is a relatively new term which was created in 1999 by consultants to address a common issue amongst businesses, regardless of industry, location or company size.
They found that regardless of industry, location or company size - organisational red tape and roadblocks prevented salespeople from focusing on what they were hired to do - SELL.
Too often, we see internal divisions viewed as separate departments with very different focus areas; when in fact they share a common goal - to serve a customer (or serve someone who is serving a customer). Customers are the lifeblood of every business and can only be gained through an efficient sales process.
Without sales there are no customers and without customers there is no business!
Sales enablement is the internal ecosystem that supports customer-facing employees to succeed, where all departments within the business have a sales-centric mindset.
Great leaders make everything about the success of your sales team so they can focus on the success of your customers.
Sales enablement involves providing the sales team with the tools, content, support and information they need to engage buyers effectively.
Marketing, on the other hand, focuses on creating awareness, generating leads, and nurturing prospects through various channels. Marketing teams develop strategies to attract potential customers and guide them through the buyer's journey.
Sales teams, are the customer facing people who have direct relationships with their prospects and customers. In order for them to succeed, they need to have a strong foundation behind them and systems that empower them to achieve their goals.
When the sales enablement ecosystem, marketing, sales teams and support areas are aligned, they create a seamless experience for potential customers. Here are some key benefits of this alignment:
Achieving alignment requires intentional effort and collaboration. Here are some strategies to help:
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The Sales Landscape is dynamic and ever-changing, however one thing does not change and that is there is a customer at the centre. By focusing on the customer, integrating strategies, aligning teams, leveraging technology, creating compelling content, making data-driven decisions, managing relationships, and continuously improving, businesses can thrive in this ecosystem.
It all starts with a mindset! When we get this right, everything can follow.
The better it gets, the better it gets!
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High Performing Teams | Leadership | Sales Training | EQ & Neuroscience | Financial Services Sales & Service | DISC Personality Profiles | Five Behaviours of Cohesive Teams | Positive Psychology | GROWTH Coaching
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Naomi Oyston has more than twenty years leadership experience within the Corporate, Financial and SME Business sectors.? She has had extensive executive level success, with direct responsibility for leading the implementation and performance assessment of Customer Service Excellence, Sales Performance, Performance Coaching, Organisational Culture, Productivity and Leadership training within multiple major corporations.
Passionate, engaging and insightful, Naomi specialises in helping business leaders to create High Performing teams through a combination of mindset, toolkits and skillsets that are street proven to deliver results that matter.