Felix Krueger

► LEARN HOW TO MAXIMISE SALES ENABLEMENT IMPACT:

The goal of Sales Enablement is to support sellers in helping their buyers facilitate buying decisions, improve the buying experience, and as a result, improve sales performance.

While a lot of business leaders still think the mantra of "harder, faster, longer, louder” will help them achieve their goals, top-performing organisations have recognised that a strategic Sales Enablement approach is needed to drive sustained sales effectiveness improvements.

► HERE ARE FIVE STEPS YOU CAN TAKE TO EMBARK ON YOUR JOURNEY TO SALES ENABLEMENT MASTERY:

➊ Capture buyer acumen (Challenges, Opportunities, Impacts, Needs, Outcomes, Priorities) based on your own research and brief your sales team.

➋ Map the buyer journey to document how buyers make decisions and work with sales leadership to align the sales process.

➌ Compare the behaviour of your top performers (top 20%) to that of the rest of the sales team and capture the skills and capabilities that set them apart.

➍ Make top performer skills and capabilities the focus of your hiring process, onboarding program, training, and coaching.

➎ Measure KPIs (sales cycle duration, conversion rates per sales process stage, win rate) to identify opportunities for further improvement.

Being disciplined in executing these five steps will set your sales team up for success and set it apart from most other organisations in your market.

If you are exploring ways to fast-track improvements to your Enablement approach and future-proof your career, consider exploring The Building Blocks of Sales Enablement, a guided learning path to Sales Enablement mastery.

Visit goffwd.com/blocks.

+61 40 108 5612 | fkrueger@goffwd.com