Sales Enablement Strategy for Business

What is Sales Enablement?

In a nutshell, sales enablement is a strategic discipline that help orchestrate all the resources, tools and capabilities so that anyone who is in a customer facing role is enabled to achieve the desired results.

What approach do companies take to Sales Enablement?

In the past few years Sales Enablement has grown tremendously as a practice and as a discipline and more and more companies want to take the benefits for their sales teams.
Last time I checked LinkedIn there were more than 400 sales enablement roles advertised.

What makes Sales Enablement a success?

The challenge is that hiring a Sales Enablement manager won’t guarantee that your sales team will achieve the desired results.
In fact, research shows that only 30% of sales enablement practices are able to increase sales effectiveness.

There are a few reasons for this - but the main challenge is deploying SE initiatives that have vague objectives and not closely linked with the outcomes of the organisation as a whole.

What is your Methodology?

Having a strategy and a methodology is critical for Sales Enablement.

We work in five main steps and we call it VEDEM.

First, we work together to define your Vision - what would you like to achieve as a team and organisation - some example can be: if you want to increase the number of sales professionals that reach their quota by 50% or grow your footprint at 20 new customers.
During the second step, we Evaluate where you currently are - for example, what is the makeup of your sales team and what are some of the tools and techniques you equip them with.
The third step is all about Designing the solution - developing the strategy and the actions you need to take to get you from where you are to where you want to be.
The last two steps are Execute and 5. Measure - here we start implementing the agreed plan and we measure the results we achieved. We will adjust the plan and actions, based on the outcomes we accomplished.

We have tools, techniques and coaching that will support you every step of the way!

If you want to learn more, get in touch!