Post on 20-Aug-2015
Sales enablement defined: Why sales enablement
With Sales Enablement in place, enablement roles that span departments communicate more effectively and are aligned to enable efficient and effective sales advisors that deliver higher win rates, increased deal size, reduced cycle times while improving the buying experience.
The sales message model illustrates how SE proves itself every hour of every day, in conversations between the messenger(sales and customer facing roles) and buyers
Sales enablement is in place today: for many, random acts of sales enablement
Retaining and growing revenue comes at a cost. Forrester Research estimates support costs to be $135k per quota carrying sales rep
The next time you hire a new rep or add a channel partner ask yourself: is the foundation in place to enable their success in a reasonable time period and in a cost effective manner?
Why sales enablement has become a priority: business execution
Challenge to sustain revenue while enabling revenue growth
Buyers are smarter, requiring that sales be smarter
Seller and buyers suffer from the same “information overload” and “random acts of enablement”
New products built organically or obtained through M&A introduce new “random acts of enablement”
Investments in traditional sales portals and CRM has yet to deliver effective and efficient selling
Without an effective SE system in place for direct sales, difficult to replicate success to enable indirect channel sales
And finally, given competitive markets, need to start the journey to put in place an SE system to compete and grow in a repeatable way
Game changers driving the way companies market and sell
#1: Smarter buyers and how sellers become relevant
#2: SE resources and tools find sellers and buyers, anywhere
#3: Social selling and real-time sales enablement
#4: Generating profitable revenue through a SE system
What is the SEG Sales Enablement System: a methodology that defines the people, process,content and technology required to successfully improve sales
Executives understand there are basically two options available to grow their markets as well as to respond to a shift in the market demand:
1. Restructure and/or replace people
2. Change the system used to scale and enable people to sell
The SEG Sales Enablement System enables repeatable revenue growth and provides a way to respond to changing markets
Technology:To fully mature how sales enablement is delivered, must understand the overall revenue enablement system which illustrates how people, process, content and the entire technology stack (including CRM & MA) aligns to the buying process
Why best in class vendor services provide real improvements in the way organizations sell –custom built solutions don’t scale or improve SE maturity
Systemize SE: a framework to improve
We have learned from well over 100 SE deployments that effective enablement requires alignment and ultimately corporate-wide support
“Systemize” SE using a framework and SE Maturity Model
Get started with a 1 or 2 day SE Maturity Workshop
Deployment of an SE System Starts With 2 Day SE Assessment Workshop With 6 Exercises
#1 - Identify business strategies addressed by the SE System and determine focus areas like on-boarding sales staff
#2 - Assess four elements of a holistic SE System and perform gap analysis
#3 - Review what’s required to systemize and make processes repeatable
#4 - Discuss the game changers that have redefined marketing and sales today
#5 - Create a model that aligns people, technology and content to the buying process
#6 – Develop a plan for climbing the SE System maturity model™ to maximize the investment in SE
With the Sales Enablement Maturity Model™ in place, an organization has a detailed roadmap to improve sales enablement initiatives and grow revenue
Sales Enablement Group: what we do
We help our clients grow revenue by assessing their current enablement maturity and putting in place a sales enablement system to effectively and efficiently scale the organization
Advisory and Consulting Services
Perform SE maturity workshop (1 or 2 days) to deploy a complete SE System and maturity framework
Create SE System model and technology requirements
Create a business case for investing in sales enablement
Advise on how to respond to 2014 market “game changers” that are redefining marketing and sales
Sales Enablement GroupExperience
SEG founders have been instrumental in the growth of several start-up companies, including two that became successful public software companies and one venture backed SaaS firm that was acquired by a public software company in 2011
SEG’s experience includes over 100 sales enablement deployments from emerging technology companies to global leaders, including CDW, Motorola Solutions, Thomson Reuters, Omniture, TransUnion, Infor, NetApp, NBA, Zimmer, LodgeNet, NetIQ, and others
Contact Information
Craig Nelson
Founder and Principal
Sales Enablement Group
952-226-1524
cnelson@salesenablement.com
www.salesenablement.com
www.linkedin.com/in/cnelson7/