Sales Enablement is a strategic, cross-functional process designed to increase sales results and productivity. It starts by evaluating strategy to provide integrated content, tools, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey or sales process depending on the company’s maturity.
Strategy – Does your organization have the right go-to-market strategy to drive growth?
Content (messaging) – Is your company positioned in the marketplace to drive growth? How we can it articulate its differentiated value relative to its competition?
Tools – Does your sales/business development team have the appropriate internal or external tools to help it perform at the highest levels. These types of tools can range from external customer facing material that helps communicate the company’s differentiated value to leveraging different sales technology tools like a CRM to maximize its’ impact on sales growth.
Customer Journey – Is your sales organization clear on what the experience is for a prospect to become a customer. Is it considering and/or adopting buyer personas to help it refine its messaging and/or offering?
Sales Process – It the sales organization using a unified sales process? Does that sales process have clear stages with specific gate/exit criteria to progress to the next stage?
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