Whatever your return to growth strategy is for 2010 (reductions in expenses or headcount, mergers/acquisitions, or a company restructuring), you can increase the speed of your economic recovery by preparing your sales force appropriately with knowledge. CSO Insights surveyed sales leaders on what their top key initiatives would be for the coming year, and at least six items listed were elements in a Sales Enablement strategy. Learn how one company gained $22 million in measurable, impactful savings from implementing a Sales Enablement strategy.
If reductions in expenses or headcount, mergers/acquisitions, or a company restructuring are driving your company’s agenda in 2010, then how you prepare your sales force to deal with your return to growth strategy matters … it matters a great deal!
As the Sales Enablement space matures, in particular within the economic context of the last 18 months, Sales and Marketing leaders are beginning to understand Sales Enablement in the larger strategic context. Its initial “motherhood and apple pie” appeal is undeniable, but as more companies implement and measure the impact, executives can see just how many ways it improves their bottom line. Whatever your return to growth strategy is for 2010 (reductions in expenses or headcount, mergers/acquisitions, or a company restructuring) how you prepare your sales force matters, as it will impact the speed of your economic recovery. It matters a great deal!
As Sales Enablement has evolved into its own discipline, it has moved beyond the basic goal of improving sales process efficiency and into a part of the corporate strategic priority. CSO Insights recently reported in their 2008 survey of sales leaders that, within their top key initiatives, at least six were elements that could be delivered with a Sales Enablement strategy, including: #2: Improving rep access to knowledge to sell effectively; #3: More closely aligning sales and Marketing; and #5: Enhancing sales team communications. This means real dollars and real efforts!
Download the full Case Study (PDF): http://tiny.cc/DauaR
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[...] Jeanne Hellman, who wrote a comprehensive case study on implementing a Sales Enablement system and who I worked with on this very task at Nortel Networks, always adds “Content” to “People, Processes and Technology” and then calls it “The Four-Legged Chair Analogy”. [...]