The Forrester group defines Sales Enablement as:
“A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.”
Sales Enablement is all about equipping the sales teams with ammunition that will help them improve their productivity and achieve their targets. This approach helps you align many functions within your organization to the overall goals and ensure that the customers see the required value.
Sales Enablement programs typically include support at many levels starting from recruitment, onboarding, training, just-in-time resources, as well as ongoing support through tools (like CRM and platforms or portals for information sharing and collaboration) and technology (for instance, analytics that can provide data-driven, actionable insights).
A successful Sales Enablement approach helps you take your sales strategy to a successful execution and enables you to meet your goals.
It is important to note that Sales Enablement is different from Sales Training. In fact, Sales Training is only one of the many pillars that will help your team succeed.
Worldwide, CEOs and Sales Heads are moving toward the adoption of this holistic approach (in contrast to Sales Training alone) to equip their sales teams and create a sustainable edge over their competition.
In this article, I highlight its benefits and 6 strategies that will help you enhance its impact. Given the fact that my expertise is on online training, I share my recommendations on how leveraging on eLearning can help your sales teams.
The right Sales Enablement approach (in contrast to just Sales Training) brings several benefits to organizations. The notable ones are:
As I had highlighted earlier, Sales Enablement programs offer support to the sales teams at many levels.
Here are 6 Sales Enablement strategies that will help in ensuring that you have sales teams that are well-equipped to meet their goals.
Here are my 10 recommendations that will help you leverage on eLearning to improve the impact of your Sales Enablement program and accelerate sales. Essentially, eLearning can help you train your sales team faster with a consistent messaging (training courses) and provide just-in-time support on the field (crucial learning resources).
As you would have noted, Sales Enablement can help you bridge the gap between sales strategy and its execution. It equips your sales teams to perform better and brings in higher, cross-functional collaboration. I hope this article gives you the required cues on how you can leverage on eLearning and improve your Sales Enablement program, thereby helping your sales teams succeed.
If you have any specific queries, do contact me or leave a comment below.
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