As companies try and find out solutions to synchronize sales and marketing to extract better revenue, Business Gurus started analyzing about how other functions could and should also be better approached and aligned in order to enable sales.

1. THE SECRET OF
SALES
ENABLEMENT
Aligning Sales Strategy and Execution

2. Companies like Accenture have recognized
the inefficiencies that exist in working and
have pivoted to a more parallel view of the
work they do in order to more effectively
communicate, deliver and create value for
their customers. The parallel view of adding
more value uses customers and buyers as the
composition point—not just products and
services.
THE CHALLENGE?

3. Other departments—such as
marketing, training, research,
and development, and sales
operations—all have information
which can help sales team. Well-
Intention efforts to help equip
your salespeople with knowledge,
information and resources might
be wasting the very precious
selling time as your sales force
gets confused and think hard to
make sense of it all
Why Is Sales Enablement Important?

4. Have your internal processes disappointed to keep up
with the way your customers likes to shop, buy, and
use your company’s products or services?
Are there any complaints from customers and sales
reps about information overload?
Are there lots of internal functions competing for your
sales rep’s time?
Are your sales rep’s receiving conflicting messages
from different sources?
Are you wasting time in training which is not relevant
to the learner?

5. SALES ENABLEMENT BEING
MISUNDERSTOOD AS:
Sales enablement is a fairly new term and
many companies make this common mistake
of using the new term to old ways of doing
things. Many of them have renamed “sales
training” to “sales enablement” or they happen
to create easier or other technology-assisted
selling tools and call these sales enablement.
The reality is that learning and technology are
important to sales enablement, but they are
only parts of the equation, and focusing on any
one element in a vacuum is likely to produce
limited results.

6. Sales enablement consists of four core elements
that
must be aligned with one another, organization’s
market strategy, and organization’s vision for the
desired customer experience. Achieving this
alignment of the four core elements, strategy, and
customer experience is the utmost goal of sales
enablement.
What’s Important to Achieve Success?

7. Sales enablement requires L&D:
Collaborate with sales managers to identify
and elaborate the behaviors and mindsets
required to execute the strategy
Develop a training strategy that is aligned
both with your organization’s market
strategy and with their vision for the
desired customer experience
Equip sales with the knowledge and skills
to keep the prospects and customers
engaged
Ensure sales managers are equipped to
coach sales representatives toward higher
levels of performance
LEARNING
STRATEGY

8. Sales enablement
requires next levels of
cross-functional
collaboration. More than
ever, the productivity of
the sales team is
attached to how
effective marketing and
other departments work
with sales team and
each other.
Cross-Functional Collaboration

9. According to a Forrester report, “One needs
to create a team to work across
organizational boundaries and reporting
levels within the company—and that itself a
big challenge. But to achieve the main goal
which is to be successful with sales
enablement team, one needs to tear down
the walls between organizational silos to get
customers the information they need.”

10. THANK YOU
Trishla Tyagi