Meagan makes an excellent case for Sales Enablement, we have to admit that sales has and is evolving. Even in my life time I’ve gone from writing letters that got typed via a typing pool, to blogging on LinkedIn. Sales will continue to change, you only need to read articles about Artificial Intelligence (AI). I don’t think any of us know how things will change, but, we do know that sales people need to be out in front of clients selling stuff making their quarterly number, while we change. Building new habits rather than falling-back to the “old ways”.
Enter Sales Enablement stage left.
So what are the elements that Meagan things make up a plan for Sales Enablement?
1. Make a business case
- is theory enough?
- how to show impact at your company
- social selling example, how I used social selling to illustrate ROI
2. Talk to People (internal and external)
- learn what challenges marketing is facing
- learn what challenges salespeople are facing
- learn what challenges prospects/customers are facing
3. Create buy-in
- create and communicate a vision
- getting your team energized and excited about the project
- the people who are behind you will be your foundation
4. Make it quick and measurable
- create a roadmap, with small victories highlighted
- communicate and celebrate these small wins
- use them to build upon your original business case
5. Create and maintain a feedback loop
- on the micro level and macro level
- the buying/sales process is a moving target
- stay current on industry trends
- stay aware of the sentiment, successes and failures of your internal program
- have a process for immediately incorporating this feedback into your plan
For more information on Sales Enablement talk to Meagan and The Sales Enablement Society
I would add to number 5, making sure you find your champions and support them and build on their success. If you are interested in what Sales Enablement can do for your business then give Meagan or ourselves a shout.
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