podcast | January 14, 2017
Ramp New Reps to Maximum Impact in Minimum Time
Today’s show is a demonstration on how sales enablement drives greater productivity per sales person and helps you scale the sales organization. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Joining us today is Kent Cissell, the Senior Vice President of Sales Operations at Heartland Payment Systems. Heartland serves over 300,000 businesses domestically by offering best in class payment, payroll, and POS solutions. Kent leads sales operations at Heartland and is responsible for sales enablement. Kent is uniquely qualified to demonstrate how to deploy sales enablement.
Why this topic? Getting an increase in sales head count is difficult. The expense cops expect all the current sales reps to be at quota before they agree to add any new heads. And when new sales people are hired there is little patience from the executive team members, who want each to generate revenue as quickly as possible. The sales enablement function exists to onboard new sales hires and to drive revenue per sales head up. Neglect sales enablement and forgo adding head count in the future.
For those sales enablement leaders measured on time to revenue. How quickly do we get these sales people to a point where they’re selling enough, generating enough gross margin to cover their cost? Listen has Kent demonstrates Heartland’s investment a jump start and mentoring programs, and one on one coaching to ramp new reps. It’s the way to build sales enablement.
Sales enablement is a key piece to your sales strategy. Neglect it and forgo adding sales head count in the future. Listen as Kent describes to how develop and execute a successful sales enablement strategy. It’s your step-by-step guide to a complete sales strategy, which includes a strong sales enablement program.