e4enable 6/27/23 e4enable 6/27/23

Skills are great but confidence is key!

We don’t know about the race for life but in sales, as with many things, it’s all about balance. Confidence without the skills to back it up is a recipe for disaster! However, in Enablement we spend a lot of time addressing skills gaps but how often do we pay attention to how confident our reps are in using their new found skills?

e4enable 6/13/23 e4enable 6/13/23

Customer Success - WDGLL?

Given that both Gartner and Forrester have highlighted the importance of focusing on sales competencies for “best of breed sales teams” and organisations are only just catching up to that, what about focusing on the competencies that underpin success across the other revenue focused teams? In this blog we explore Customer Success…

e4enable 2/15/23 e4enable 2/15/23

Gartner on proving the ROI of sales enablement…

Gartner has predicated that “Sales enablement budgets will increase by 50% within the next five years as a way to address shifting buyer preferences, boost seller effectiveness and drive revenue growth.”

That’s all well and good but how do Sales Enablement ensure that they are not in the same position as today - Budgets invested but the intended gains failed to be measured or realised by sales?

e4enable 2/9/23 e4enable 2/9/23

Getting to the root cause of productivity levels

Like many businesses in the current economic climate, Salesforce has been shining a spotlight on the productivity of its sales team, after the company’s COO revealed that 96% of its annual contract revenue was achieved by just 50% of its sales account executives. What can be done about this and had they analysed the competencies that were driving their best performers?

Kate Lewis 12/19/22 Kate Lewis 12/19/22

Wait, Santa has Competencies?!

Like those of us in sales, Santa needs to be at his peak performance, especially at this time of year. His job literally depends on it.

But, contrary to popular opinion, Santa doesn’t sleep all year and expect to pull it out of the bag (pun intended) at the last minute. No, he practices and hones his skills all year round to guarantee performance when it counts.

e4enable 9/8/22 e4enable 9/8/22

Best-Of-Breed Sales Teams Focus On Seller Competencies According To Forrester

Forrester have released their new Planning Guide 2023: Sales Enablement. In it they talk about their top recommendations for 2023.

We are delighted to see that their first recommendation is to get yourself a sales competency framework in place.

e4enable 6/24/22 e4enable 6/24/22

Supporting Sales Managers with a Competency Framework

Supporting Sales Managers to support and coach their teams is an often overlooked but essential program. We look at how you can do this and what skills and behaviours are needed to succeed.

e4enable 4/20/22 e4enable 4/20/22

Sales Competency Ratings Guide

In building out your competency framework, you need to look at it in the context of HOW you are going to use it and rate against it. This enables you to be clear on gaps and development pathways. This guide will help you map this.

e4enable 6/30/21 e4enable 6/30/21

Using Sales Competency Frameworks in Training

“70% of B2B sales training is forgotten in a week”

Find out how the simple sales competency framework can avoid this costly trap.

Rachel McCourty 6/25/21 Rachel McCourty 6/25/21

Enablement is the key to Customer Success!

Focusing on Customer Success (CS) leads to higher retention and customer lifetime value for your organization. But how do you ensure that all your Customer Success Managers (CSM’s) get a larger number of customers to value, all at the same rate?

e4enable 4/5/21 e4enable 4/5/21

3 Steps to Operationalise your Sales Competency Framework

If you fall into on of these categories then read on…

You are thinking about creating a sales competency framework because you’ve heard they are really cool
You have a sales competency framework but it is languishing untouched in a dusty filing system after an initial flurry of activity
You live a breathe your sales competency framework, it sits at the heart of everything you do but it’s a bloomin’ nightmare of admin to maintain