In an article on incorporating AI into business processes written last year for Harvard Business Review, authors Thomas Davenport and Thomas Redman state that one hurdle to implementing new technologies is disappointment from previous investments.
“Robert Solow’s 1987 comment that ‘you can see the computer age everywhere but in the productivity statistics’ is sadly still relevant,” the authors write. “Organizations have invested trillions of dollars in data and the technology to analyze and enhance productivity but have little to show for it.”
Emily Hartzel, vice president and senior director at Hubspot partner LeadG2, offers these six steps for implementing an effective sales enablement strategy:
- Assess Needs – Identify gaps in your current sales process and understand what tools, content or training sales teams need.
- Set Goals – Define measurable objectives for your sales enablement efforts, such as shortening the sales cycle or increasing win rates.
- Choose the Right Tools – Implement a platform like HubSpot that integrates CRM, content management, and analytics.
- Create Relevant Content – Develop resources that support each stage of the buyer’s
- Train Your Team – Equip sales and marketing teams with the knowledge and skills to use tools and resources effectively.
- Measure and Refine – Regularly analyze the effectiveness of your sales enablement efforts and adjust your strategy as needed.
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.
