In these tough economic times, some companies just cutting cost and try to survive: others capitalize on the economic downturn to realign, streamline and invest to come out these times stronger. Part of a successful transformation should be a winning sales enablement strategy. A strong Sales Enablement program will position sellers to take the lead and out-sell the competition.
SE is a strong combination of tools, processes, people and content that, when managed to serve content in context approach, it will deliver value added information when they need it.
Benefits to the organization include:
- Decreasing seller preparation time;
- Optimizing customer face time;
- Improving marketing and seller productivity;
- Leveraging knowledge experts and sales leaders to help all sellers become better informed;
- Reduce IT support cost by consolidating multiple Web-Portals;
- Obtain insight in content per offering, region, lifecycle, usage metric and state of the art: faceted browsing.
- Enabling sellers to articulate the brand value proposition at every stage of a customer interaction; and
- Providing Just-in-Time training, mentoring, coaching and contacts every step of the way.
How do you know if you need a Sales Enablement Strategy?
Take a quick test – On a scale of 1-10, how would you rate the following statements about your organization? (10 being full compliance with the statement)
- My sales teams can articulate my company messages accurately to customers at all steps in the sales process;
- My sales teams can find value adding messages quickly;
- My sales teams are confident that the messages they find are accurate and current;
- A majority (greater than 80%) of the sales collateral created is actually used by sales.
If you answered anything below an eight, then your company could benefit from implementing a winning Sales Enablement strategy.
