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Sales "enablement" means 1000 different things to 1000 different people but at the end of the day there's only one goal - to ensure sales can sell. That's why it's ok for sales reps to be a little selfish - they rely on other people and departments to get their deals done. The tools, systems, people, and processes that are put in place need to work together in order to support sales reps. Reps need to be enabled from day one to start selling. In this presentation we cover how to transform your sales performance by ensuring sales reps: Are properly on boarded and quickly productive. Sell value over price. Get what they need from other departments. Are properly motivated throughout the sales cycle. Are equipped with an integrated revenue enablement system
Citation preview
It’s OK to be SelfishHow to Enable Reps to Succeed
March 18, 2014
Today’s Featured Speakers
Craig Nelson
Founder and PrincipalSales Enablement Group
Jennifer Kling
Product Marketing - Sales Enablement ManagerCallidusCloud
Agenda
• A story about a sale • What is Sales Enablement?• It’s okay to be selfish• What sales reps want• The blueprint to how to get what sales wants
#SalesEnablement
A Day in the Life:Skippy the rep from ABC Incorporated
On any given day:
•Same day meeting preparation
•Don’t know customer needs
•Information scattered throughout the organization
•Multi-tasking several tasks at any given moment
#SalesEnablement
A Day in the Life:Skippy the rep from ABC Incorporated
•Outdated information
•Slow to quote
•Slow to contract
•Inaccurate pay
Sound familiar?
#SalesEnablement
Scrappy the Customer at Wizbang Corp.
What is the impact on the customer?
•Customer has already done research, is looking for insight from the sales rep
•No value from the sales rep
•Wastes the customer’s time
What does sales enablement mean to sales and buyers?
• Skippy
• Having access to the right resources to make it easier to sell and build better relationships with buyers
• Scrappy
• Access to information and guidance during each step of the buying journey
Is there a plan to enable sales success?
• Experienced reps will often ask:
• Is the foundation in place to effectively enable my sales success?
• On-boarding starts day 1
#SalesEnablement
Sales Challenge:Selling value to today’s empowered and smarter buyer
#SalesEnablement
People buy from People they Trust
• What do sellers and buyers have in common? • Sales want to improve relationships with buyers• buyers want to build relationships with sellers they
trust
POLL
Q: How happy are you with your current sales enablement tools and processes to support?
• Hate it all
• Struggling more often than not
• Minor struggles
• Love it all
It’s OKAY to be selfish!
Without sales, a terrible thing happens:
Nothing
Sales carries the world on their shoulders. When something goes wrong, they are on the front line with the customer.
Sales is the customer.
Technology should help, not hinder
Sales is a team sport between marketing, sales operations,
and sales rep and management
POLL
Q: What is your biggest pain point in your sales process? (Select all that apply)
• Quality Leads
• Having the right content at the right time
• Pricing and quoting process
• Learning
• Incentive System
#SalesEnablement
What Sales People Want…
• To win!
• Easy on-boarding
• Quality leads – without delay
• The right content at the right time
• Prepare proposals quickly
• Be paid accurately
#SalesEnablement
Quality Leads
Visitor intelligence and lead distribution
Easy to use templates and reporting
No more “theoretical” leads
Example: Acteva
•Increased lead flow
•Tracking micro-site activity separately and sending targeted email campaigns to anonymous visitors
•Power users within 30 days
#SalesEnablement
Accelerating On-boarding for New Hires
#SalesEnablement
Collaboration and Knowledge Source
One platform for all content sources
Deal portals managed by the users
Integrated e-learning
Access from mobile devices
Example: CDW
• Internal communication for prescriptive selling, SME videos, product launch, and more
• 70,000 customer Plays resulting in $255 million revenue
• 260 trainings for nearly 4,000 sales reps
#SalesEnablement
Quickly configure, price, and quote
Pricing empowerment
Easy to use interface
Know what you’ll be paid
Example: Xirrus
• Salesforce.com integration
• 3410 quotes in Q2 2013
• Results: Support upsell increase from 50% to 100%
• Quote generation time down from 30 minutes to 1 minute
#SalesEnablement
Know what you’re being paid and make more!
Cross-sell and up-sell with clear, targeted incentives
Transparent performance metrics
Reduce dispute time
Example: Verizon
•28,000 hours back to sales force
•26% cost reduction
•$8M additional profit from upsellling
#SalesEnablement
Resources to enable sales success #SalesEnablement
Systemizing Sales Enablement
Sales execution starts here:
Blueprint of an overall Sales Enablement System
#SalesEnablement
Maturity Model
Where to Start?
Roadmap to assess maturity and plan
Invest in sales
#SalesEnablement
POLL Question
Q: On a scale from 0 to 5, where would you rank your firm?
Level 0 or 1: Random or Initial Sales Enablement (SE)
Level 2: Repeatable SE
Level 3: Defined SE
Level 4: Managed SE
Level 5: Optimized SE
Payback for Maturing With Sales Enablement
A Day in the Life:Skippy the rep from ABC Incorporated…fully enabled
• Tools to help understand the customer
• Learning on demand
• Up-to-date content
• Mobile tools for configuring, pricing, quoting
• Shortened sales cycle
#SalesEnablement
Tying it All Together
#SalesEnablement
Q&A
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