Sales enablement technology is sometimes so focused on solving problems for the content creators and managers that it loses sight of its goal: improving sales performance. Find out what good enablement looks like from the sellers’ point of view, and what it’s like on the receiving end of sales enablement programs. Learn what it takes to ensure your sales enablement actually helps your salespeople close more instead of falling flat.

1. Optimizing Sales
Enablement for
Salespeople

2. 2
Agenda
• Sales Enablement Function: What Does it Think it Does?
• What Does Sales Want?
• Common Disconnects
• Recommendations to Avoid Disconnects

3. 3
What is Sales Enablement?

4. 4
Common Sales Enablement Problems

5. 5
Sales Enablement: What Do You Do?
Onboarding
Training
Content Services (creation,
distribution, mgmt)
Coaching
Process & Programs
Tools & Technology

6. 6
What Sales Thinks Sales Enablement Does

7. 7
Looking Through the Lens of a Salesperson
What Your Average Salesperson Wants:
• More time
• Information and content when it’s relevant
• Help … that actually helps
• Less administrative duties

8. 8
What is Sales Enablement?

9. 9
Intersection of Needs & Deliverables
Onboarding
Training
Create Content
Distribute Content
Coaching
Process & Programs
Tools & Technology
More time Relevant
Info
Help Less Admin

10. 10
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
• Owner and stakeholders
• Vission/Mission
• Obj. and strategies
• Metrics

11. 11
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
• Deliver in the moment whenever possible
• Ongoing reinforcement

12. 12
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and
possible solution are

13. 13
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and
possible solution are
4. Formalize coaching and do it at relevant times

14. 14
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and
possible solution are
4. Formalize coaching and do it at relevant times
5. Align marketing content with sales training

15. 15
5 Tips to Avoid Disconnects
1. At a minimum, have a sales enablement charter
2. Make training relevant
3. Don’t even think about technology until you know what the problem and
possible solution are
4. Formalize coaching and do it at relevant times
5. Align marketing content with sales training
6. (bonus) Coach the coaches

16. Thank You!
www.veeloinc.com
@veeloinc @fravelb

17. Content that requires major redesign or improvement impacts quota attainment
negatively: 53.1%, which is a decline of 9.5%.
SE structure
• 49% of organizations still treat it in a 1 off approach
• Achieved better revenue attainment – 9.6% rev and improved win rate by 16%
Coaching
• Informal approach, slightly better
• Formal coaching approach improved quota over 10%
Manager coaching
• Investing in sales managers impactsrevenue attainment by 18.4%
• managers’ coaching skills can improve, for instance, win rates by 27.9% and quota
attainment by 10.2%,