What is sales enablement consulting?
The goal of sales enablement is to align the sales process with the buyer's journey, providing sales teams with the right tools, content, and training to engage effectively with potential customers and close deals. Sales enablement consulting involves building a strategic and holistic approach to enhance various aspects of the sales process.
Key components of sales enablement
Our sales enablement consultants aims to enhance the collaboration between your sales and marketing teams to improve the efficiency of sales processes and ultimately drive revenue growth. Consultants will work closely with you to understand your specific challenges and goals in order to provide tailored solutions to optimize your sales operations.
Why does sales enablement matter?
A poor sales enablement strategy can create a lack of consistency throughout the sales organisation. This leads to confusion around sales goals, messaging and disconnected departments each driving in different directions; ultimately causing a drop in sales productivity and poor sales performance.
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Prioritising your sales enablement will allow your sales leaders and sales representatives to work with confidence knowing that they have clear defined goals to achieve both their success and the businesses success. More often than not 'sales enablement' becomes an additional duty of the sales leaders, meaning if you have more than one sales leader in your organisation they can start to become misaligned with one another and with the business. If they do not have the proper training in the creation of these strategies then rarely do they succeed.
6Ds of Breakthrough Learning
1
Define
business outcomes
By aligning sales enablement objectives with the broader business goals you will align your sales operations with the objectives of the organisation. This alignment helps create a holistic approach by integrating sales enablement into the larger context of the organisational success.
2
Design the sales enablement experience
Designing a complete sales enablement experience means that you can control every aspect from start to finish. Being in control of even the tiny details such as sales cadence, resources and training content means you get to manage every aspect of your sales organisations performance.
3
Deliver for
application
The effective delivery of learning content via onboarding, refresher training and performance management means that sales representatives and sales leaders are engaged and challenged at every step of the sales process. This bridges the gap between theory and practice.
5
Deploy
performance support
Providing performance support tools and resources contributes to a holistic sales experience by offering ongoing assistance to sales representatives in their day-to-day tasks. This helps reps to apply what they've learned during training sessions and fosters an attitude of inclusivity needed in order to increase sales performance.
6
Document
the results
The documentation of performance is what allows us to measure whether or not a strategy has been successful. By evaluating the results we can tweak areas that need improvement and increase productivity which will help to continue the growth of sales excellence.
For more information on how to get started please book a consultation with one of our experts today.
4
Drive
learning transfer
This discipline focuses on strategies to support application of knowledge and skills in the workplace. Learning transfer emphasises the continuity of learning beyond the training environment, reinforcing the connection between learning and job performance.