Hi Program Managers and Admins,
A few months ago, we shared the 5 Benefits of Sales Enablement and 3 Tips to Setting it Up Successfully. And today, we will be expanding upon those three tips and illuminate the key takeaways from Roderick Jefferson’s bestselling book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.
While there may be many definitions of sales enablement, and sales enablement can mean different things to different people, there is the overarching understanding that it drives sales teams to peak performance and customers to brand loyalty. Thus, sales enablement is focused on getting sales teams to have the right conversations with the right people at the right time, and in the right way.
While the process, tools, and technology may look different for each company, here are six fundamental components for any sales enablement discipline:
- Decrease new hire onboarding/ramp-up time
- Increase operation productivity and efficiency
- Orchestrate change and growth, whether in local, national, or international levels and with new leadership or acquisition, etc.
- Provide scalable, consistent tools and processes throughout the customer buying journey
- Be a change management agent that drives increased incremental revenue
- Use metrics, tracking, and reporting to substantiate return on investment (ROI)
Remember that sales enablement is not about short-term solutions to long-term problems. Instead, sales enablement provides scalable and repeatable practices that lead to increased revenue. Finally, we’re curious to hear what you think of the above. Do you keep any of the six components in mind when implementing or executing your sales enablement practices? If you have additional key findings or best practices on sales enablement, we’d love for you to share with the Community!
Thank you,
Eva C.
