Sales enablement is a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey.
I have designed my sales enablement based on the following 5 principles :
- CONSTRUCTING A SALES PROCESS
The set of “repeatable steps” guides the sales professional in directing a prospective buyer from the early stage of awareness to the purchase stage.
- INSCRIBING A SALES METHODOLOGY
The methodology outlines how the sales professional should approach each phase of the sales process. It helps the sales professional understands the “how” and “what” behind the process. Whether it’s preparing for a connect call or handling an objection.
- ADDING CONTEXT TO CONTENT
It helps the sales professional understand the buyer’s journey and what is the most effective content to use at each stage of the sales process.
Like utilizing scripted engagement, qualifying questions, and closing statements.
- SKILLS DEVELOPMENT& SALES READINESS
Ensures that the sales professional acquires the necessary skills and knowledge to maximize prospective buyers’ interaction.
Readiness or preparation involves all the strategic activities that equip the sales professional to sell through onboarding, coaching, continuous learning, and reinforcement.
- SALES SIMULATIONS
It is a total immersive sales training experience, whereas sales professionals perfect their sales pitches, counter objections, and practice negotiation tactics in a”consequence-free environment.” through role-plays.