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

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Trade Show Checklist Tool
April 23 2019
Trade Show Checklist Tool
VIEW
Willingness to Pay vs Customer Experience Tool
April 22 2019
Willingness to Pay vs Customer Experience Tool
VIEW
Case Study: Activating the Product Function
April 17 2019
Case Study: Activating the Product Function
VIEW
previous
1 of 118
right
Loading...
Sales Strategy
How a CEO Exceeds Integration Expectations
Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies.   Click here for...
Read More
Sales Strategy
A Sales Leader's Ascent to CEO
Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how...
Read More
Sales Strategy
The Best CROs Must Also Be the Best CPOs
As a CRO, you’re supposed to be the perfect blend of sales leader, marketing genius, and metrics guru. If you’re doing it right, you’ve got your sales team closing, marketing group cranking out leads and you’re tracking your MCLs all...
Read More
Sales Strategy
SBI's March 2019 CSO Newsletter
Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan”...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS