The document discusses optimizing sales enablement for salespeople by addressing common disconnects between sales expectations and enablement functions. It outlines key needs of sales personnel, such as relevant information, reduced administrative duties, and effective coaching, alongside five recommendations to improve alignment and performance. Emphasis is placed on the importance of a sales enablement charter, relevant training, and the alignment of marketing content with sales training.

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%,