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How To Build A Sales Enablement Strategy

April 26, 2021

Integrating the right sales enablement strategy can hugely impact the success rate of your business.

According to a survey by Demand Metric, 75% of companies reported a moderate or significant contribution to the company when using a sales enablement strategy.
However, people don’t know where to start building a sales enablement strategy for their company.

And that’s where we slide in. Follow the steps below to draft the perfect sales enablement strategy for your business.

Analyze The Root Elements of a Sales Enablement Framework

Take absolutely any sales enablement strategy; it will include the following pointers:

  • Training salespeople
  • Utilizing current tools
  • Introducing new resources
  • Tracking and monitoring the use of new content
  • Centric to buyers

Before drafting a sales enablement strategy, it’s smart to know the limits and boundaries of it.

Analyzing the root elements of a sales enablement framework will help you to pitch the perfect idea at the right time.

Making Sure Everyone Understands The Value of A Sales Enablement Strategy

Creating a sales enablement strategy that doesn’t sound important to the salespeople is useless.

Before you take action, you must help the sales department to understand why a sales enablement strategy is necessary.

Take a look at ten creative ways to motivates sales teams.
And then, you can start expecting commitment and seriousness towards the strategy you are going to launch.

Identifying Challenges & Clarifying Objectives

Next up, it’s time to start identifying the challenges your sales department faces and then listing down the objective you are looking forward to accomplishing.

As every organization is unique, the challenges and objectives of your organization will also be different from other companies.

One way to clearly identify the challenges is to speak with the members of different departments and take their valuable input.
Here are some exemplary questions you can ask to your team to evaluate the challenges and clarify the objectives:

  • Do you guys invest more time in selling or setting up the selling stage?
  • How can we understand the buyer’s journey more appropriately?
  • Are the current tools being utilized correctly?
  • What problems are they facing when trying to sell the product or service?
  • What Sales KPIs should we use for increasing sales.

The right questions will automatically lead you to finding the right answers. And once you have the right answers, you’ll know where to start.

Understanding The A-Players In Your Sales Depart

It’s not possible that your current sales department doesn’t have those few people who are still performing better than others.

Now is the time to work with them and understand how they are defying the odds. It’s not about cloning their success, but understanding their skills, strategies, and techniques to create a role model for other salespeople.

Brainstorm ideas with them and share the challenges you have come across. Also, brief them with the objectives and their take opinion on how the company can achieve them.

Make use of the A-Players in your team and set them as an example for other salespeople to follow.

Point Out Gaps In Current Content & Resources

Now that your sales enablement strategy is slowly and gradually coming to life, start pointing out the gaps in current content and resources.

Use the buyer’s journey and compare it with the current content. It will help you to understand what needs to be added, subtracted, or edited.
The same goes for resources. Check if the resources are too old or being overused by the salespeople.

According to your company’s objectives, identify the gaps in the current content and resources and change them using the appropriate buyer’s journey.

Source Immediately Applicable Training & Support

Once you are done with the planning and tweaking of the content, it’s time to match it with immediately applicable training and support.

Provide your sales team with tools and resources they can use to start implementing the sales enablement strategy right away.
Set-up training sessions to provide them with the knowledge of tools and other resources you have added.

Show them the immediate value and effect of the change you have brought. And they’ll be more than ready to engage with max motivation.

Monitor, Adjust & Optimize

Last and certainly not least, monitor, adjust and optimize the sales enablement strategy you have created on par with the ever-changing goals of your organization.

Monitor the strategy you have created, adjust it according to your goals, and keep optimizing it to drive better results and improve employee performance.

Final Words

Building a sales enablement strategy will help your organization to fly high and unlock new doors of success.

Liked our piece? At Spinify, we love to curate content that’s all about helping sales teams to get an edge in the modern age of sales.
We are also known for being the provider of the world’s leading gamification software to engage, drive and motivate sales teams.

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Put those insights into practice.

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