Getting an increase in sales head count is difficult. Additionally, when new sales people are hired, there is an expectation to generate revenue growth as quickly as possible. Therefore, sales enablement’s responsibility must be to onboard new reps and drive revenue per sales head and time to productivity. SBI recently spoke with Kent Cissell, the senior vice president of sales operations at Heartland Payment Systems on this topic. Listen as Kent discusses sales enablement and why it’s key to the success of your overall sales strategy.
Kent oversees a varied sales operations team which includes the traditional sales enablement function at Heartland, one of the largest payment processors in the US. During the interview, he will answer questions such as:
- What are the business outcomes that the sales enablement team needs to deliver?
- What is the strategic focus of the sales enablement team?
- How are new sales reps onboarded, and what kind of sales readinesss program should be in place?
- How is sales enablement content developed and used?
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. And if after listening, you want to learn more, you can download our workbook, How to Make Your Number in 2017. It’s your step by step guide to a complete sales strategy, which includes a strong sales enablement program.