Phase 13: Sales Enablement

Drive revenue per sales head up and time to productivity for new sales hires down.

 

The Problem

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.

 

The Solution

  • Sales enablement assessment
  • Sales enablement charter
  • Content development process
  • Mobile sales enablement playbook
  • Technology roadmap
  • Sales training program
  • Certification process
  • Gamification program
  • Coaching methodology
  • KPI dashboards

 

With your sales enablement process now in place, it is time for Phase 14: Systems.