B2B sales lead generation

4 steps to practice Sales Enablement

Sales enablement is an investment, both in time and money. Previously we discussed, What is Sales Enablement and Why Sales Enablement is important for any organization, now one might be wondering, how exactly sales enablement is practiced in an organization and what are the factors to keep in mind for a successful sales enablement program.

Let’s just assume you have done your research, see value and ROI in practicing sales enablement at your organization. This doesn’t mean that the top management, sales managers or executives, and other stakeholders are on the same page with yours. Below are few key pointers to keep in mind for getting buy-in for sales enablement

1. Assess Your Organization’s Needs: Sales enablement program will succeed only when it’s tailored to sales team’s needs. One has to do extensive research on current sales practices and data, unravel the pain points and get to know the preventing factors of a successful deal.

2. Document Sales Enablement strategy: Once you know what you’re solving for, then you can start planning the solution. A sales enablement charter puts your plan in writing so you can present it to the executive team for approval. The charter should define what your program is responsible for, how you might staff it, which audiences you’ll serve, key investments, and how you’ll measure success.

3. Align with the goals of Decision-makers: The top management or the key decision-makers care about their goals than they care about your goals. You need to speak the language of the decision-makers while pitching the sale enablement program internally. The goals of the Sales enablement program should align with the goals of the CEO, CFO, or the CMO. As an example: If customer retention is one of the goals of the CEO or CMO then the objectives of the sales enablement program should involve working with the account managers on the renewal process.

4. Get Sales Reps and Front-line managers on-board: It is vital to include those who execute the plan throughout the implementation. Change management requires support from the sales reps and their managers, consistent communication and alignment of front-line leaders is a priority for any new initiatives.

We at VAST Tec, provide sales enablement services that align with our client’s goals, objectives and help our customers capitalize on qualified opportunities, and maintain a healthy sales pipeline from contact to closure. Below are a few of our value add to our clients when it comes to Sales Enablement.

  • Sales Effectiveness– We provide qualified leads to our clients with cleaner sales data and quality leads
  • Cost Savings– Our clients save their in-house operating costs by outsourcing non-core functions to us.
  • Adaptability– Our client engagements are bespoke and we always seek to adapt to our clients’ work cultures and business environments.
  • Reliability & Professionalism-We say what we do and do what we say. We strive for accountability and reliability above all.
  • Flexible & Scalable Contracts– You can scale your team up or down to meet seasonality and other business needs
  • Fully-Managed Teams– Train us once and we will take all of the management headaches off your plate.
  • Modern Technology & Software– We strive to make most effective, efficient use of technology for our client engagements. We are always learning.
  • Robust Data Security & Privacy Standards– We follow best practices in protecting the security and confidentiality of our clients’ data. 

Finally, we constantly monitor, analyze, and adapt the sale enablement program as it is not a ‘set it and forget it’ project. We ensure that the sale enablement program has the scope to constantly evolve with new trends in business, customer buying behaviors, and various other market driving factors.

 Is your company Sales ‘Enabled’?