PHASE 13: REVENUE ENABLEMENT

Drive revenue-per-head up and time-to-productivity down for all key areas of your go-to-market engine.

 

Provide the right content at the right time to the field. Improve productivity per head by providing the tools that make the Go-to-Market team more effective. Design learning programs that are sustainable and scalable to keep up with the ever-changing market.

Rapid Diagnostic

1. Your entire go-to-market team (Marketing, Sales, Customer Success, Customer Experience) is enabled (i.e. Revenue Enablement) with tools that deliver all desired business outcomes.

2. You have finalized a Revenue Enablement document that outlines the what, how, why, when, and where of the Revenue Enablement team.

3. The Revenue Enablement budget and organizational chart are built effectively enough to support the entire sales organization.

4. You are able to measure a direct correlation between Revenue Enablement and increased productivity rate (i.e., revenue per head) of the sales team.

5. You assess your sales team annually against a standard set of capabilities and accountabilities.

6. Sales tools such as use cases, case studies, and battlecards are continuously refreshed to reflect the latest products and customer success stories.

7. Ramp-to-productivity timeline continues to be shortened as a result of your Revenue Enablement initiatives.

8. Your training programs are digitized and constantly refreshed to keep up with the changing needs of the sales team.

9. A coaching methodology is followed by all sales management which has led to improved performance of your sales team.

10. You have rolled out a certification program that enables high performers to advance through the sales org.

Deliverables

• Revenue Enablement Charter

• Revenue Enablement Org Design

• Onboarding Program

• Sales Skills Assessment

• Content Development Process

• Sales Playbooks

• Sales Training Program

• Certification Process

• Coaching Methodology

Sales Strategy
How a $3B Software Company's Forward-Thinking Strategy Accelerated Them Through the Downturn
Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors....
Read More
Sales Strategy
How to Empower Your Sales Team to Have Meaningful Conversations
It is the middle of 2021.  Half of the year is in the rear-view mirror, and COVID is still looming.  Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for...
Read More
Sales Strategy
How Leading Finance Executives Drive Transformative Growth
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following...
Read More
Sales Strategy
Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots
Digital Sales Transformation Has Accelerated:     There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle....
Read More