SALES ENABLEMENT
A key part of the Revenue System is Marketing and Sales Enablement
We design your Revenue Architecture to align with your business model and address buyer engagement challenges. Here are some questions from the team member point of view.
Your teams are asking these things to ensure they are fully enabled.
What is expected of me?
- Job Specification
- Identification of key result areas
- Standards of performance
- Long-term objectives
- Intermediate targets
Give me the opportunity to perform
- Organizing the sales effort/ territories
- Responsibility and authority
- Action plans
- Coordination and control of sales support/ coaching
- Resources, tools and assets I need
- Decentralization of decision making
Let me know how I’m getting on
- Control information
- Performance appraisal, Feedback
Help me to improve my own performance
- Identification of individual training needs
- Provision of formal guidance
- Share best practices
- Coaching, Conducting win/loss reviews
- Planned variation of work experience
Reward me
- Performance-linked payment
- Non-financial benefits
- Recognition, Promotion
Sales Enablement Techology
Technology applications are rapidly evolving and changing the way sales teams engage and develop opportunities. We help our clients identify, select, integrate and apply sales enablement solutions. Some of the technologies include;
- Sales Intelligence Tools: Tools like Owler and LinkedIn Sales Navigator help provide insights on accounts and contacts that help personalize and focus on better interaction value and impact.
- Sales Content Management: A range of applications help control, manage, publish, and access content. Examples include Seismic, Brainshark, SAVO, Sea.
- Contract Lifecycle Management (CLM): Tools like PandaDoc help sales team automate and enable the sales proposal, content and transactional aspects.
