Sales Enablement GroupDriving Profitable Revenue Growth

Sales enablement defined: Why sales enablement

With Sales Enablement in place, enablement roles that span departments communicate more effectively and are aligned to enable efficient and effective sales advisors that deliver higher win rates, increased deal size, reduced cycle times while improving the buying experience.

The sales message model illustrates how SE proves itself every hour of every day, in conversations between the messenger(sales and customer facing roles) and buyers

Problem with current approaches to SE: information & messaging overload for sellers and buyers

Sales enablement is in place today: for many, random acts of sales enablement

Retaining and growing revenue comes at a cost. Forrester Research estimates support costs to be $135k per quota carrying sales rep

The next time you hire a new rep or add a channel partner ask yourself: is the foundation in place to enable their success in a reasonable time period and in a cost effective manner?

Why sales enablement has become a priority: business execution

Challenge to sustain revenue while enabling revenue growth

Buyers are smarter, requiring that sales be smarter

Seller and buyers suffer from the same “information overload” and “random acts of enablement”

New products built organically or obtained through M&A introduce new “random acts of enablement”

Investments in traditional sales portals and CRM has yet to deliver effective and efficient selling

Without an effective SE system in place for direct sales, difficult to replicate success to enable indirect channel sales

And finally, given competitive markets, need to start the journey to put in place an SE system to compete and grow in a repeatable way

Game changers driving the way companies market and sell

#1: Smarter buyers and how sellers become relevant

#2: SE resources and tools find sellers and buyers, anywhere

#3: Social selling and real-time sales enablement

#4: Generating profitable revenue through a SE system

Buyers are smarter,sales must be smarter and play a role earlier in the buying process as advisors

What is the SEG Sales Enablement System: a methodology that defines the people, process,content and technology required to successfully improve sales

Executives understand there are basically two options available to grow their markets as well as to respond to a shift in the market demand:

1. Restructure and/or replace people

2. Change the system used to scale and enable people to sell

The SEG Sales Enablement System enables repeatable revenue growth and provides a way to respond to changing markets

People: skills to succeed in sales today as a trusted advisor

Process: understanding the smarter buyer and improving the buying experience

Content: understand market and buyer types will shape sales enablement and content

Technology:To fully mature how sales enablement is delivered, must understand the overall revenue enablement system which illustrates how people, process, content and the entire technology stack (including CRM & MA) aligns to the buying process

Why best in class vendor services provide real improvements in the way organizations sell –custom built solutions don’t scale or improve SE maturity

Systemize SE: a framework to improve

We have learned from well over 100 SE deployments that effective enablement requires alignment and ultimately corporate-wide support

“Systemize” SE using a framework and SE Maturity Model

Get started with a 1 or 2 day SE Maturity Workshop

Deployment of an SE System Starts With 2 Day SE Assessment Workshop With 6 Exercises

#1 - Identify business strategies addressed by the SE System and determine focus areas like on-boarding sales staff

#2 - Assess four elements of a holistic SE System and perform gap analysis

#3 - Review what’s required to systemize and make processes repeatable

#4 - Discuss the game changers that have redefined marketing and sales today

#5 - Create a model that aligns people, technology and content to the buying process

#6 – Develop a plan for climbing the SE System maturity model™ to maximize the investment in SE

With the Sales Enablement Maturity Model™ in place, an organization has a detailed roadmap to improve sales enablement initiatives and grow revenue

Example assessment questions for SE Level 1

Payback for climbing the SE Maturity Model

Sales Enablement Group: what we do

We help our clients grow revenue by assessing their current enablement maturity and putting in place a sales enablement system to effectively and efficiently scale the organization

Advisory and Consulting Services

Perform SE maturity workshop (1 or 2 days) to deploy a complete SE System and maturity framework

Create SE System model and technology requirements

Create a business case for investing in sales enablement

Advise on how to respond to 2014 market “game changers” that are redefining marketing and sales

Sales Enablement GroupExperience

SEG founders have been instrumental in the growth of several start-up companies, including two that became successful public software companies and one venture backed SaaS firm that was acquired by a public software company in 2011

SEG’s experience includes over 100 sales enablement deployments from emerging technology companies to global leaders, including CDW, Motorola Solutions, Thomson Reuters, Omniture, TransUnion, Infor, NetApp, NBA, Zimmer, LodgeNet, NetIQ, and others

Contact Information

Craig Nelson

Founder and Principal

Sales Enablement Group

952-226-1524

cnelson@salesenablement.com

www.salesenablement.com

www.linkedin.com/in/cnelson7/