What, exactly, is sales enablement? CSO Insights provides a definition. Take a deep breath:
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 frontline sales managers along the entire customer’s buying journey, powered by technology.
Brainshark, a sales enablement technology company, recently published an ebook entitled “14 Hacks to Upgrade Your Sales Enablement Strategy.” Here are some highlights:
- Assess, don’t guess – Assessments help you figure out if reps are ready ahead of time. An effective way to test reps’ readiness is through video coaching activities where they’re asked to relay key information through a video response.
- Invest in enablement for managers – Sales enablement is all about supporting reps, but sales managers need enablement, too. Develop an enablement program specifically designed to help you become a more effective manager and coach. Do you have an onboarding program for middle managers? A new product release deserves a training track for managers before training reps.
- Harvest your organizational knowledge – Have sellers share examples of how deals were won, effective pitch examples, objection handling and more. Millennial workers value sharing knowledge with others at work.
A link to download the ebook “14 Hacks to Upgrade Your Sales Enablement Strategy” can be found in the Additional Online Resources box at SalesandMarketing.com
Author
Get our newsletter and digital focus reports
Stay current on learning and development trends, best practices, research, new products and technologies, case studies and much more.
