5 Steps to a Successful Sales Transformation

Steps to a Successful SalesTransformation5

Carson Conant

By Mediafly CEO& Founder

How can you use Information Enablement Practices

To vault over the competition?

First of all, what is Information Enablement?Information enablement is enabling your organization with technology to effectively communicate the value of your company and products to your customers.

These new technologies can feel like a VICTORY LAP instead of the start of a race.

Especially when you do it at a Big Corporate Event.

Kicking Off

However!In the area of information

enablement, it’s just the BEGINNING.

SUCCESSFUL

Before you start your journey towards information enablement, we want to SHARE with you what defines a

information enablement solution.

FIRST An informationenablement initiative thatinvolves users, such as...

sales reps,partners,distributors,

and executivesmust first and foremost be perceived as a useful, beneficialtool in their minds. ALWAYS!

The Solution must deliver on a strategic objective. This could be a decreased cost or improved efficiency. But measuring these can be easier said than done.

Try a revenuemetric like increased market share or sales growth.

Next The results needs to maintainable. It can’t be a

FLASH

PAN.in the

Without further ado, here are the

Steps that help Determine a Successful Sales Transformation:5

1 VocalUnrelenting Internal Support

True TRANSFORMATION is something that needs

top-level support.

Your project champions need to encourage and engage top executives and

help them understandthe strategic objectives and progress to keep their Passion Lit.

Internal Technology needs to be ready to answer any questions about the solution

Content Admins have to love, not tolerate, a solution they use day in and day out

A Successful initiative will need the support and attention of

Key Groups:2

2 Critical Field Problem Does This Solution Solve?

WHAT

If you can’t Clearly Articulate the value of this initiative to every end user, then it Risks Failing.

Think about the end users as “customers” whose attention your solution needs toattract.

Engage them as much as Facebook, Netflix or Spotify.

If end users don’t Personallybenefit from a solution,

THEY WILL IGNORE ITOr Begrudgingly use it as little as possible.

3SalesReps

in the Field with Spend Time

Companies who don’t Succeed in Sales Transformation

It’s Easy to assume you understand the needs of your reps, but it’s just as easy to miss plan points and lose things in Translation.

spend little to no time teaching the tool or seeing how it’s used in the field by their sales reps.

Valuable Solution

Companies that launch a small working,

to the End Users and then work closely

With them to learn the solution are the most successful in their percentage of adoptions.

4 Content Should Always Be

Up to Date

The first time a sales solution doesn’t have the latest content, your end users will forever see it as just another tool that can’t be trusted. THAT’S IT!

Period. End of Story.

5 Advanced Feature Education

Any time a New Feature is released for your solution, your organization must have a process in place to train Your current end user

Your Solution Partner should be able to help deliver documentation, and even personalized training, depending on the feature update.

on it.

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