Improve Win Rates With a Sales Enablement Strategy

Stagnating sales velocity may not be due to external market factors. Empower your sales team to drive higher win rates and boost revenues.

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Root causes of sales enablement strategy failure include these facts:

  • One in five salespeople do not have access to the resources needed to achieve their sales goals.
  • 65% of sales managers say that the biggest challenge for them is the lack of time and resources to perform their job. This impacts the quality of training they can give.
  • 61% of sales leaders say digital content is essential for sales, but only 32% consider their organizations effective at using it. This creates poor training environments.

Sales enablement strategies have positive impacts across the organization.

  • Organizations with higher sales enablement process maturity will have a higher percentage win rate than organizations with immature sales enablement processes.
  • 65% of sales leaders that invested in their sales enablement team say they outperformed their revenue targets.
  • Formalizing a sales enablement strategy increases stakeholder satisfaction by 44% when enablement initiatives are eventually rolled out.
  • Organizations are 57% more likely to experience high buyer engagement when organizations have dedicated sales enablement teams.
  • Sales enablement tools give salespeople back three hours a week. Sales teams experience an increase in closure rates by 25%, decreasing selling cycles from dragging on.

Book Your Workshop

Onsite Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn’t enough, we offer low-cost onsite delivery of our Project Workshops. We take you through every phase of your project and ensure that you have a road map in place to complete your project successfully.

Module 1: Assess Current State

The Purpose

Perform a current state assessment.

Key Benefits Achieved

Outline of business context implications for sales enablement.

Activities: Outputs:
1.1 Introduce concept of sales enablement and its criteria for success.
  • Alignment on meaning and benefits of sales enablement.
1.2 Define challenges and opportunities for sales enablement.
  • List of areas where sales enablement could have strong impact.
1.3 Identify business and technology drivers for a sales enablement strategy.
  • Business and technology drivers outlined.
1.4 Analyze environmental factors with PEST analysis.
  • Environmental scan.
1.5 Document KPIs and risk register.
  • Documented metrics for success.

Module 2: Benchmark Maturity

The Purpose

Benchmark the organization’s current sales enablement maturity.

Key Benefits Achieved

  • Future state vision for sales enablement.
  • Sales enablement maturity diagnostic results.

Activities: Outputs:
2.1 Understand best-in-class state for sales enablement maturity.
  • Knowledge building for sales enablement art of the possible.
2.2 Create the vision statement, mission statement, and guiding principles for sales enablement strategy.
  • Alignment for how sales enablement directly ties to business objectives.
2.3 Diagnose current sales enablement maturity across six criteria.
  • Understand how sales enablement process maturity breaks down across different evaluative criteria.
2.4 Align on maturity benchmarking results.
  • Ensuring the team understands the current state sales enablement maturity of the organization.

Module 3: Bridge to Future State.

The Purpose

Derive concrete initiatives for enhancing sales enablement maturity.

Key Benefits Achieved

  • High-value sales enablement initiatives shortlist.
  • Application portfolio assessment.

Activities: Outputs:
3.1 Identify initiative longlist across six criteria for improving sales enablement maturity.
  • Reviewed benchmark results and documented longlist of sales enablement initiatives.
3.2 Shortlist high-value initiatives that align with business drivers.
  • Reduction of longlist to a shortlist of high-value initiatives.
3.3 Perform an application portfolio assessment.
  • Application portfolio assessment.
3.4 Align sales enablement business requirements with technology requirements.
  • Understanding of technology gaps in support for current and future sales enablement initiatives.

Module 4: Build Initiatives Roadmap.

The Purpose

Align on post-workshop governance and next steps.

Key Benefits Achieved

  • Initiatives roadmap.
  • Post-workshop governance outline.

Activities: Outputs:
4.1 Align high-value initiatives with in-flight business objectives.
  • Knowledge of how sales enablement initiatives could tag onto inflight business objectives, or which initiatives require more resourcing.
4.2 Build initiatives roadmap with two-to-three-year horizon.
  • Initiatives roadmap.
4.3 Document initiatives roadmap governance and communication plan.
  • Governance RACI chart and communication plan.
4.4 Sponsor check-in.
  • Sponsor alignment with team results.
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