Sales Enablement can be defined as being the policies, procedures, tools and technologies that improve the performance and productivity of an organisation's sales processes.
The ultimate objective for an organisation employment Sales Enablement methodologies is to (a) enhance the ability of the sales team to increase sales revenue; and (b) allow the sales team to close more deals.
There are 4 main categories that a company will fit into when defining their current Sales Enablement positioning:
Stage 1: Undefined - (No CRM Systems in place, undefined sales training and coaching, undefined sales and buying process)
Stage 2: Progressive - (CRM System in place, some sales training, defined sales process but not mapped into buying process)
Stage 3: Mature - (Marketing Automation & Sales Enablement in use, sales process mapped into buying process, win rate is 20% or greater)
Stage 4: World Class - (All tools are mobile, win rate is closer to 30%, content and assets are based on customer personas, sales playbook is clearly defined)
Creating a Business Strategy that directly impacts growth
Business Growth in 2019
Growing a business today is harder than it's ever been. Today's consumers are highly empowered and have access to more information than ever before.
While this presents a challenge to businesses, it's hugely important to understand why a company needs to re-think their growth strategy and shift their attention to the customer.
If your business is growth focused in 2019, learn how you can align all your teams to achieve your KPIs and real growth which is impacted by customer satisfaction.
Now in it's Third Edition, this free, annual e-book not only highlights the needs of today’s customer but also helps businesses understand what the biggest drivers of business growth will be in 2019.
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