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)
Is your company ready to grow in 2020?
Business Growth in 2020
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