Sales Enablement Start-Up Kit

What it is Sales Enablement?Who does Sales Enablement work with?

What does a Sales Enablement resource look like?

Sales Management Goals & Sales Enablement Solutions

Increase Quota Arm your team with the right

tools, content and competitive info so they can focus on selling

Make Use of Marketing Assets Bridge the gap between sales and marketing

ensuring marketing is providing valuable collateral that sales will actually use.

Increase Team Productivity Eliminate unproductive tasks

● Modernize your sales program and utilize data to identify tasks that aren't efficient

Speed Up Ramp-Up TimeDesign an effective onboarding program, include:

● New hire training ● Continued education

Sales Enablement

Sales Enablement vs. Sales Training

Giving the customer the info they need to buy

& Leveraging all the tools in your kit to

help sellers sell

Sales Enablement

● Coaching ● Onboarding ● Content Generation ● Data Analysis ● Metrics ● Tools and Technology ● Processes and Systems ● Sales Training ● Education

Getting the salesperson ready

to sell

Sales Training

● Process Sales Training ● Product Sales Training ● Essential Selling Skills ● Company Sales Process ● CRM Training

Sales Enablement Broken Down

Content Creation

Updated slide decks

Updated case studies

Ongoing competitive analysis/objection info

Outbound email communication with sales team

Phone scripts/Leads Lists

Customer facing videos/podcasts/whitepapers

Onboarding

HR procedure/policies

CRM/System training

Product/Service training

Product/Service assessment and certification

Continued Training

SKO’s

Webinars

In-Person Training (large, small and 1:1)

Ongoing assessment and certification of sales team

Ongoing assessment and feedback of enablement team progress

Under Sales Enablement How Should Sales and Marketing Interact?

Sale

s En

able

men

t

Sales Duties

Marketing Duties

Keep ongoing, detailed buyer objections, sales pipeline and leads

lists.

Meet with marketing regularly to provide transparent client feedback

of marketing content and client adoption.

Create ongoing targeted content around buyer objections and sales

pipeline.

Meet with sales on a regular basis to maintain conversation on what

client content is needed.

Sales Enablement ResourceSamples

Sample 2019 Enablement Pipeline

Analyzing Enablement Efforts Without a CMS

Sample Elevator Pitch Rubric

Sample Skills Gap Analysis Template

Sample Onboarding Checklist

Sample SKO Checklist