The phrase “sales enablement” is evolving as rapidly as companies are implementing this strategy. However, sales enablement is not the latest sales jargon buzz word.
Depending on where we all sit around the business table, we perceive “sales enablement” differently, relative to our professional disciplines and business contexts.
Sales enablement has three key ingredients, or constants:
1) knowledge/data/information; which is
2) accessible via systems/tools/platforms; which is
3) leveraged collaboratively to drive revenue generation for your company and your customers’ companies.
What’s variable is how, when, where and why the accumulated knowledge is accessed, leveraged, interpreted and delivered to drive not only revenue, but Return on Sales Enablement.
Sales enablement gives everyone something to sink their brains into. This sounds like an opportunity to utilize everyone’s collaborative business, financial and technical acumen across your organization.
BrightTALK is a knowledge platform providing free-of-charge live, interactive and recorded conversations with thought-leaders. This Wednesday, December 11, starting at 9 AM EST, BrightTALK is hosting a Sales Enablement webinar series, featuring 7 back-to-back webinars on various aspects of sales enablement.
Now is your time to find out more about what could be a huge opportunity for driving growth for your company.
You will learn about how sales enablement can be used to:
- Land big accounts
- Throughput high-value data and content in your business development and sales processes
- Take your sales team’s pulse on whether you are creating sales enablement or disablement
- Create and implement smarter selling for your business
- Leverage Social Selling (if you don’t know what that is, you will on December 11!)
- Create sales compensation plans that serve your sales enablement strategy
- Quantify the return-of-sales enablement on your company’s sustainability
To me, sales managers become the fulcrum leveraging a successful sales enablement strategy. That’s a different role for sales managers to assume in an organization, isn’t it?
Find out more about how your salespeople can grow your business by selling more via sales enablement – even if that salesperson is you.
Something to think about: How might a sales enablement strategy best serve your business and your customers’ businesses?
Babette N. Ten Haken, President of Sales Aerobics for Engineers®, LLC, catalyzes business transition, startup growth, and professional development. She works with non-traditional sellers, engineers, manufacturers, and technical startups. Her book on technical, engineering and sales collaboration, Do YOU Mean Business? is available on Amazon.com