Ramblings, Snippets of Wisdom and Other Bits & Bobs...
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?
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…
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?
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.
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.
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.
SDRs and Micro Progression
The demand for SDRs is at an all-time high - it’s the gold rush of the 21st century.
How to consistently scale & operationalise sales coaching
This blog walks through some simple things you can do to build sales coaching into your operating rhythm and give it the gift of consistency so you can scale it across all your teams.
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.
Getting Structure in Sales Career Progression Planning
Highlights from e4enable’s webinar on Achieving Structure in Sales Career Progression Programs.
Competencies & Career Progression
Why should you be clear and structured about your sales team’s career path?
It’s probably easier if we look at some common examples which we reckon you’ll have come across at some point in your journey.
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
G.R.O.W and your Sales Competency Framework
Using a Sales Competency Framework at the heart of GROW can be a fantastic guide for both coach and coachee. The framework can prove invaluable in understanding the individual’s REALITY, OPTIONS and WILL.
Data Driven Coaching Webinar - The Highlights
After last week’s webinar with SAP’s Data Driven Sales Coaching Program Lead, Stefan Funk, I have had the opportunity to review and reflect on what was a hugely valuable session.
Tips on How to Assess & Track Sales Competencies
The latest Sales Enablement Pro report makes a compelling case for assessing and tracking sales competency and behaviour change…
But how can you achieve it in practice? Read our top tips to find out.
Data Driven Coaching in 5 Steps…
Breaking down data driven coaching using real world examples.
Hold the phone… it’s Gong!
“Having conversational analytics data from Gong within e4enable is a game changer. Sales Leaders and reps now have a 360 degree data view with which to drive coaching conversations.
Being able to combine CRM, LinkedIn and Call data and align it to Sales Competencies brings one of those lightbulb moments.”
— Kate Lewis, CEO & Co-Founder, e4enable
Sales Leaders - Promote or Recruit? Our top 5 tips…
The single biggest factor, the thing that can have the most impact on sales transformation and the element most overlooked is the sales leader.
Defining the Path to Success…
At e4enable, we are obsessed with sales competencies and defining what good looks like for our customers. But this isn’t always easy to pinpoint…
Here’s a process that we use to start uncovering that path to greatness:
What are the most important Sales Competencies?
Defining, developing and measuring sales competencies is essential for building and retaining high performance sales teams.
But where do most Sales Leaders spend their time?
What are the top competencies Sales Leaders focus on with their teams?