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In the last five years, the amount of sales enablement practitioners across the world has increased three-fold. Despite this increase in popularity, the resources available to cultivate best practice have been limited with analyst firms and tertiary institutions slow to respond to the growing sales enablement movement. With this in mind, we have put together a host of sales enablement resources designed to give you and your organization the most support as you build your sales enablement programs.
In the sections below you’ll find everything you need to know!
Sales enablement describes any effort to continuously improve the training, ongoing skill development and performance of all contributors in a sales organization. Sales enablement selects tools and software which can make sales reps work more efficiently, plan training and events to boost their knowledge and evangelize sales best practice and methodologies to increase sales effectiveness.
Sales enablement will often partner most with two sets of stakeholders in the organization - the sales management organization to make sure sales go-to-market is aligned with the field and sales operations - who are an important partner in making sure sales processes and workflows are as simple as possible.
Sales enablement is important because in a conventional sales organization the growth of each sales rep can often be forgotten behind transactional quota objectives and the sheer scale of the team. A dedicated sales enablement team can allow sales management to focus on specific deal coaching, team moral and happiness with sales enablement able to make strategic recommendations on an ongoing basis based on hypothesis testing and investigation.
We have written a sales enablement best practices & strategy guide here to help you get started. The main barrier to initial traction is hiring someone with the appropriate skill-set to conduct an audit of your sales team and setup a 12 month sales plan. In the case that this isn’t possible, many sales enablement teams are lead by a top individual contributor who has shown a desire to help & coach others throughout the tenure of their employment.
A sales enablement platform is a software tool used to help sales enablement professionals execute various elements of a sales enablement plan - including, but not limited to, sales content management, sales training and onboarding, knowledge management and call coaching. We’ve put together a list of the best sales enablement platforms and tools - click here.
A sales enablement team should build a sales enablement plan for their organization by surveying sellers, front line managers and senior management to determine where there are process gaps in the organization. The sales enablement team should then develop a sales enablement strategy and gain buy-in from senior management before rolling out initiatives.
We’ve compiled this list of top sales enablement tools & software to help you evaluate the leading options in the industry for your sales enablement program. We also have other articles and content to help you find the best options for your company.
Sales enablement best practices are hard to uncover but don’t worry - one of the best places to get started is this guide which goes through a step-by-step process for you to build our your very own sales enablement plan.
Download our latest ebook in which we asked 19 of the top sales professionals in the world to give their tips on how you can create a best-in-class sales enablement program. Featuring leading brands like Ringcentral, Algolia and Clari - enter your email below to download.
Understanding sales enablement can be a tricky business so we’ve put together answers to some of the most common questions. If we missed something get in touch with us via the chat bubble in the corner of your screen.
Typically firms with more than 30 sellers should have a sales enablement leader regardless of the total organization size. We also find that sales enablement should have increased headcount proportional to the increase in net sales staff.
Sales enablement initiatives can be helpful but only if the annual contract value of the product is above $1,000 and it takes more than one customer interaction to close a sale. Highly transactional sales cycles negate many of the benefits of sales enablement efforts.
At GetAccept, we believe two individuals that stand out are Sheevaun Thatcher, Head of Global Sales Enablement at RingCentral & Mark Roberge, the ex-CRO of Hubspot. We’ve also put together a guide - click here- showcasing 19 of the World’s Top Sales Enablement professionals.
In the United States we are saying packages range from $150,000 p.a. to $265,000 p.a. based on candidate experience and the job description for the role.
Sales operations and sales enablement share the mutual goal of having sales people operate as efficiently as possible and we now see many C-level and VP level roles own both functions. The key difference is sales operations mainly focus on improving results based on quantitative metrics like CRM data whereas sales enablement is more focused on qualitative approaches like improving sales manner, methods and materials.
Tech companies have certainly been the early movers in the sales enablement movement but now we are seeing more firms embrace sales enablement - American Express, Fujitsu and Xerox are all examples of conventional brands adopting sales enablement programs.
You should be able to measure certification levels, ramp time, time spent learning, deal velocity and win rates as metrics influenced by sales enablement efforts. In the end, if net revenue is increasing over forecast target - then that can also be a great way to demonstrate traction.
We’ve put together a list of the top sales enablement events and conferences which you can access by clicking here
Thanks for reading this. We hope you found this content relevant and valuable for you. GetAccept is built by salespeople and we have a true passion for sales. If you miss anything on this page, if you would like to add some content or if you just want to talk about sales. Feel free to reach out to us. May the force be with you!