What is sales enablement and why it is important for your business.

1. Date – 06/20/2022

2. What is Sales Enablement
The field of sales enablement is predicated on providing salespeople
with what they need to engage their target buyers. As such, it’s
important to provide sales with the resources the buyer wants.
What sales enablement provides to salespeople is a critical part of
defining your program. What you provide usually takes the form of
information. We group this information into two categories:
• Content that sales will provide to the buyer
• Best practices, research and tools that sales will consume internally

3. Why is sales enablement important?
• Sales enablement plays a key role in scaling the sales
organization beyond a handful of overachievers.
It provides all salespeople with the best practices,
knowledge, tool and resources required to be successful.
One sales enablement best practice is to designate
overachievers as leaders/teachers of the program.

4. What Do Sales Enablement Teams Do
All Day?
• Sales onboarding and continuous learning programs
• Creation of sales assets and sales training content
• Ownership and implementation of the sales coaching
strategy
• Sales communications
• Cross-functional communication
• Management of sales tools and user best practices
• Measuring and reporting on sales enablement program
success

5. Sales enablement examples
• 1. Build a long-term strategy that includes roles
specific tools, processes and scalable, repeatable
best practices. This can be done by partnering with
the sales organization to agree upon specific goals,
deliverables, milestones and responsibilities.
• 2. Drive better conversations and achieve higher
conversion rates by facilitating seller and buyer
access to on-demand, in-context, and high-quality
engagement materials.

6. h
• 3. Eliminate conflicting messages among
prospective buyers by breaking down
departmental silos in your company. It’s
important to adopt organization-wide
communications tools that automatically sync
everyone on new available resources or workflow
updates.
• 4. Improve bottom lines and scale growth by
systematizing sales training activities and
coaching to deliver best-in-class outcomes.