Being a great sales enablement manager doesn’t have to be hard. Review these sales enablement basics basics to help your team meet their quota and boost your success.
1. Understand Your Sales Team’s Current Capabilities.
Assess the current sales team capabilities before you change the flow by evaluating where the biggest point of impact will be. Taking an introspective look at your department will not only give you a scorecard on current skills and abilities, it will give you a better understanding of how your team works, and where sales enablement initiatives may be able to have a big impact.
- Where is the friction?
- Are these surface problems or root issues?
- What are my levers to increase sales productivity?
- Do they understand how to utilize current marketing materials?
- Are they trained on the right messaging?
Shockingly, ⅓ of a sales professional’s time is spent searching for, or creating content to share with their prospects (not including time spent writing emails). What if you could give your reps a third of their year back in time by making the content sharing process easier? That would be great, but you need to assess whether it’s actually a problem first.
2. Help Managers Improve Their Coaching Game
If your coaching system has not changed recently, it’s time to embrace sales enablement technology.
Similar to sales training, you can use technology to give sales managers standard processes to implement, including:
- Create an online quiz or survey sales reps can take before their first coaching session, so the sales manager can get a better idea of their baseline knowledge and better prepare.
- Use video recording technology and have each rep record their sales pitch for a sales manager to watch prior to their meeting so they can identify talking points and areas for improvement.
- Set up learning modules online with the sales basics so managers can spend their time on more challenging customer scenarios.
- Create an online rating system so your sales managers can keep track of, and record the progress of their sales coaching sessions with ease.
Helping create a more standardized and interactive process will take some of the pressure off your sales managers, and also keep your reps more engaged. By adjusting your coaching process to include interactive tactics like video recorded pitch practice, you could even boost retention from 10% to 90%.
3. Support Your Team.
Sales reps need support in every step of the sales cycle, and it’s your job to make sure they have it. You wouldn’t expect a hockey player to score the winning goal without a stick, and you shouldn’t expect your reps to make the sale without the right materials.
You may have already identified some critical needs in the first sales enablement basics step listed above, but if not, determine what your sales reps need, and what you haven’t provided them yet. Resources like case studies, powerpoint decks, email templates, demo videos are all great places to start.
List out every stage of the sales process and figure out what would make your reps most successful at every level.
Consider product knowledge, lead generation, qualification of leads, demonstrating value, closing, and maintaining a relationship all as critical parts of the process. Grab lunch and get everyone in one room to roundtable and brainstorm. No one will know better what they need than the team that has been working without it.
And once you’ve identified and created the missing collateral, don’t forget about access. You can have the best library or resources in the world, but if your reps can’t access them on the go, they likely won’t use them. Leverage technology to keep your collateral mobile, and at your team’s fingertips.
Want More on Sales Enablement Basics?
- What is Sales Enablement?
- 3 Toughest Sales Enablement Challenges of 2016
- Is it Time to Hire a Sales Enablement Leader?