Sales enablement is "a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology."
- CSO Insights
Sales Leaders are often required to make on the spot decisions whilst supporting the growth strategy, innovation, brand and driving margin. With approximately 50% of the sales enablement functions firmly resting on the shoulders of the sales leader (Source: CSO Insights), being astute and innovative in managing time, people, stock, processes and margin is a daily juggle. Technology and systems are often introduced as an enabler, but more often serve as disabler when not supporting the right activities and priorities within the sales organisation.
Through our consulting and advisory services we focus on 3 key areas to evaluate the effectiveness and efficiency of your Sales Organisation, namely
- Sales Talent
- Sales Processes
- Reward, Remuneration, Incentives and Motivation
The outcome guides our engagement to assist in building and establishing a Sales Enablement focus within the sales organisation to assist sales leaders in thinking strategically, utilising tools and intelligence at their disposal for sound decision making. We coach the coach on how to maximize their talent, improve processes and be more influential – whether it’s within their own organisation or among customers or industry – to target key decision makers more successfully and utilise their skills to influence trends and win sales.
The remaining 50% of sales enablement functions involve executive management, sales operations and marketing. We thus obtain a holistic view of the sales organisation incorporating all 3 of these teams to ensure a full sales transformation journey that will deliver support to the sellers and client-facing teams.
Sales Enablement activities and priorities typically include
Sales onboarding & continuous learning and development programs
Creation of sales assets and training content
Development of a Sales Coaching Strategy
Defining Sales Communications
Encouraging Cross-functional Communications
Management of Sales Tools and best practices
Measuring and Reporting sales enablement success
Development of a Remuneration structure that delivers on strategy and drives behaviour required