SALES ENABLEMENT
MUDASRA AMJAD
(Roll number 21)
SALES ENABLEMENT
THANK YOU
•SIR MAZHAR IQBAL
Who give me this opportunity
SALES ENABLEMENT
TOPIC: SALES ENABLEMENT
• “The Delivery Of The Right Information To The Right
Person At The Right Time In The Right Format And In The
Right Place To Assist In Moving A Specific Sales
Opportunity Forward”
SALES ENABLEMENT
• Sales enablement is everything your company needs to do
to ensure your salespeople are armed with:
• The right knowledge,
• Specific to the current selling situation,
• At the right time
• In the right place
• Tailored to the needs of the buyer
SALES ENABLEMENT
WHY WE NEED SALES ENABLEMENT
• 90% of sales content is not used by salespeople
• 80% of training is not retained after 60 days
• Salespeople spend 71% of time not selling
• Proper sales methodology is used less than half of the time
SALES ENABLEMENT
SALES PERSON HAS THREE FUNDAMENTAL FLAWS
1. Too much information!
2. Not aligned with selling situations
3. Disconnected from daily reality
SALES ENABLEMENT
In our sales enablement benchmark study, 37% of participants said that sales had responsibility for sales enablement, 28% said marketing was responsible and 7% named operations as the driver for sales enablement.
Marketing Sales enablement Sales
SALES ENABLEMENT
SALES ENABLEMENT LANDSCAPE
1992 (simple just sales training and new product launch)
1998 (To build awareness of sales enablement in the commercial market)
2003 (First commercial use of a robust sales enablement solution)
2008 (Major focus of vendors, analysts and the technology industry)
2014 (Almost in every industry and vertical market)
SALES ENABLEMENT
OLD RULES CHANGE IN NEW RULES OF SALES ENABLEMENT
OLD RULES
Guarantee to a sales portal
Creating messages
Bringing in yet another sales process
Complex reporting requirements.
NEW RULES
Conversations that help customers
Discovering the messages
Providing salespeople with playbooks
Giving them tools and applications that
deliver real value
SALES ENABLEMENT
SIX BUSINESS GOALS OF SALES ENABLEMENT
• DEVELOP
• POSITION
• LOCATE
• ALIGN
• ENGAGE
• ASSEMBLE
Action is the
foundational key
to all success
Pablo Picasso
SALES ENABLEMENT
BENEFITS OF SALES ENABLEMENT
• Improvement of sales team performance and productivity
• Alignment of marketing, sales and operations
• Creation of processes/practices that streamline the flow of information
• Equipping your customer’s internal buyer champions to
• Gaining market share for new products/services more quickly
SALES ENABLEMENT
FOUR CORE COMPONENTS OF SALES ENABLEMENT
• Communications
• Education And Training
• Tool Development And Delivery
• And Measurement
SALES ENABLEMENT
BEST PRACTICES FOR SALES ENABLEMENT
•Make sure the sales team has a seat at the planning table
• The golden rule: it’s all about simplicity
•One size does not fit all: varying skills and approaches
require tiered enablement
SALES ENABLEMENT
ORGANIZATIONAL IMPACT
• Company size yes no don’t know
• Small (>$25m) 38% 52% 10%
• Medium ($26-$500m) 55% 37% 8%
• Large (<$500 m) 68% 25% 7%
• In terms of industries:
• 61% are in software/technology
• 53% are in manufacturing
• 44% are in financial services
• 31% are in media & publishers
• 50% are in telecommunications
• 57% are in healthcare
• 31% are in professional services
SALES ENABLEMENT
SALES ENABLEMENT TACTICS
• Sales enablement helps you gain insight into buyer motivations, and you can use
this information to increase awareness and build strong customer relationships.
Here are three sales enablement tactics that can help sales and marketing work
in tandem to sell more.
• Gaining insight
• Maintaining awareness
• Building a relationship
SALES ENABLEMENT
REFERENCES • Price, C. and Maida, K. (2014) “Sales enablement best practices, case studies & insights” demand
metric research corporation.
• Smith, D. A. And Haldeman, L. (2005) “Best practices for sales enablement” advice from the top, P:
157-P: 164.
• Fernandez , D. “ A managed approach to de l iver ing sa les enablement for B2B
t echnology vendors”, dec lare communicat ions WWW.DECLARE.Co.Uk
• Gerard, M. (2013) “IDC’s sales enablement” IDC executive advisory group.
WWW.idc.Com/salesadvisory
• Erns t , J . “The new rules of SALES ENABLEMENT” WWW.Thesalesenabler.Com
• http://www.Brainshark.Com/ideas-blog/2013/july/what-is-sales-enablement-3-
defintions.Aspx#sthash.8nlrjs4x.Dpuf
SALES ENABLEMENT
Any Question ?????????????????
SALES ENABLEMENT
Thank You