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.
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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.
Book NowModule 1: Assess Current State
The Purpose
Perform a current state assessment.
Key Benefits Achieved
Outline of business context implications for sales enablement.
| Activities: | Outputs: | |
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| 1.1 | Introduce concept of sales enablement and its criteria for success. |
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| 1.2 | Define challenges and opportunities for sales enablement. |
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| 1.3 | Identify business and technology drivers for a sales enablement strategy. |
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| 1.4 | Analyze environmental factors with PEST analysis. |
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| 1.5 | Document KPIs and risk register. |
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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. |
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| 2.2 | Create the vision statement, mission statement, and guiding principles for sales enablement strategy. |
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| 2.3 | Diagnose current sales enablement maturity across six criteria. |
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| 2.4 | Align on maturity benchmarking results. |
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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: | |
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| 3.1 | Identify initiative longlist across six criteria for improving sales enablement maturity. |
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| 3.2 | Shortlist high-value initiatives that align with business drivers. |
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| 3.3 | Perform an application portfolio assessment. |
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| 3.4 | Align sales enablement business requirements with technology requirements. |
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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: | |
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| 4.1 | Align high-value initiatives with in-flight business objectives. |
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| 4.2 | Build initiatives roadmap with two-to-three-year horizon. |
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| 4.3 | Document initiatives roadmap governance and communication plan. |
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| 4.4 | Sponsor check-in. |
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