Sales Enablement
Quick definition
Strategically equipping your sales team with the right content, tools, training, and processes to sell more effectively.
Detailed explanation
Sales enablement is about optimizing every step in your sales process. This includes: onboarding and continuous training of sales reps, developing sales playbooks and battle cards, creating sales content (case studies, one-pagers, demo videos), implementing the right sales tools (CRM, sales intelligence, proposal software), and measuring and optimizing sales performance. Good sales enablement ensures your team spends less time on administration and searching for information, and more time with prospects. It increases the speed at which new reps become productive, and consistently improves win rates.
Synonyms
Examples
A sales enablement package includes: interactive product demo environment, battle cards for top 3 competitors, objection handling guide, ROI calculator, case study library, email templates for each stage in the buyer journey.
An enablement manager sees that new AEs take an average of 6 months to hit quota. They build a 30-60-90 day onboarding program with roleplay sessions, deal reviews, and milestone assessments. New AEs now hit quota in month 4.
When to use this?
Invest in sales enablement when your sales team is growing, your product becomes complex, you're entering new markets, or you want to improve win rates. Enablement is crucial for scalable sales.
Match-day approach
Match-day builds complete sales enablement programs. We start by mapping your buyer journey and sales process, identify gaps in tools and content, and build an enablement strategy with quarterly priorities. You get sales playbooks, battle cards, training programs, and a content library that sales actually uses.
Related terms
Sales Playbook
A documented overview of your sales process, best practices, and proven plays your team uses to consistently close deals.
Customer Relationship Management (CRM)(CRM)
Software for managing all interactions with prospects and customers throughout the entire customer lifecycle.
Learn more
Wil je weten hoe je sales enablement effectief inzet in jouw organisatie? Neem contact op met Match-day.
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