/sāls en-ey-buh l ment/
Imagine sales enablement as your company's very own dialect. It's powered by the collaboration of your smarketing teams and can drive incremental revenue.
Sales enablement speaks to a company's:
• product knowledge management
• values, resources and processes
• training and evaluating of the sales team
• aligning content that supports customers through the funnel
Building A World Class Sales Enablement Program With Roderick Jefferson by The Sales Excellence Podcast
"Sales enablement is the hub that spokes out to every part of the organization. We work with product marketing, product management, marketing, sales, IT etc. So we kind of translate languages if you will, between those groups." As Head of Global Enablement at Oracle Marketing Cloud, that makes Roderick Jefferson chief translator. His collaborative approach to sales enablement means that he focuses on decoding what the business requires. It's this perspective that Jefferson has followed throughout his career in sales and sales enablement. Listen now to hear how Jefferson has built sales enablement functions from the ground up at blue chip companies including salesforce.com, eBay and Oracle.
But how does sales enablement do all of that?
Arguably, content is your reps' most valuable sales asset. Customer acquisition needs access to an archive of relevant content to help them become the in-house, client-facing industry and product experts. They are going have hundreds of conversations throughout the buying cycle. They surely need the infographics, product knowledge and messaging to keep these conversations moving through the funnel.
It's fuel for conversation that leads to conversion
An effective sales enablement process and library can help to reduce time searching for content - for anyone in your organization. If managed well, it is a means to organize crowdsourced material, product updates, sales training assets and competitive analytics so that your sales reps can pull the most relevant responses to your prospects questions.
The idea here is:
Is Sales Enablement Helping Reps Do More with Less Effort?
Today's article is focused on transitioning from sales training to sales enablement. Drive revenue per sales head up and time to productivity for new sales hires down. The sales enablement function exists to onboard new sales hires and to drive revenue per sales head up.
For more on this, pick up our (FREE!) e-book:
The Starter's Guide to Sales Enablement