Sales Enablement Maturity. Where is your organization today?


Published on

Highlights of this webinar include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.

Published in: Technology, Business, Education
1 Like
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Sales Enablement Maturity. Where is your organization today?

  1. 1. Welcome/Agenda • What does sales enablement mean today? Trends and challenges • Stages of the sales enablement lifecycle • The importance of technology and tools for better alignment and scale • How to calculate payback
  2. 2. Speakers Elizabeth Fox Senior Sales Enablement Manager, Tripwire Craig Nelson Founder & Principal, Sales Enablement GroupPhone: 952 226-1524 Chanin Ballance President & CEO, MobilePaks
  3. 3. Sales Enablement Today Trends and Challenges
  4. 4. A lot of talk about definition…. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” – Forrester Research
  5. 5. Right information to the right people at the right time to support business outcomes including… • Grow revenue organically and through acquisition • Create a consistent way to launch products, as well as ramp new and current staff • Add new indirect and international sales channels • Scaling systems to support growing business • Integrate processes across the company
  6. 6. 60% Sixty percent of B-to-B companies plan to increase their overall spend on sales enablement in the next fiscal year, and sales enablement tools is the highest priority budget item for them. —2013 SiriusDecisions survey
  7. 7.
  8. 8. Trends • Buyer is smarter 61% of the buying process is done prior to speaking with sales rep • Sales rep, not sales advisors 85% said that sales rep needs the customer more than the customer needs the rep (Source: Sales Enablement Group) • Reps are unprepared B2B buyers think 70% of sales reps are somewhat or completely unprepared to engage with them (Source: CSO Insights)
  9. 9. Organizational Challenges • • • Strategic vs. Random Acts of SE Informational Overload Methodical Approach
  10. 10. Stages of Sales Enablement Maturity Where is your organization?
  11. 11. Stages of Sales Enablement Maturity
  12. 12. Using Technology to scale sales enablement
  13. 13. The future.
  14. 14. Sales team lacked consistency to position the product and pull prospect through the stages of the sales cycle
  15. 15. Example: $300MM Sales, 400 reps ROI continued What to gain • Reduce ramp time • Reduce sales cycle • Increase deal size • Increase win rate
  16. 16. Summary • A review of sales enablement, trends and challenges • A five step approach to maturity and what this means • The importance of technology and tools for better alignment and scale • How to calculate payback and the importance of alignment
  17. 17. Thank you for attending. A copy of the presentation will be sent out shortly. Join us for the next event in our free educational series... • 10/3: Easier, Faster, Better. Effective Sales Enablement for Maximum Results • 10/16: The Power of Sales-Marketing Alignment to enable sales and improve business performance • 10/24: Sales training doesn't have to suck. Make it relevant and engaging For more information, contact us at