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?
Sales Rep Scorecards: The Good, The Bad & The Ugly
Sales rep scorecards or performance scorecards have been around since the dawn of sales time. They enable a Manager / team or individual to track where they are against key performance indicators. But what should we be aiming for to support modern sales teams today? What’s the ideal rep scorecard?
Hot Topic: Sales Enablement Measurement
Following the growth and success of the sales enablement movement over the last 3 years, a reckoning has happened over the last 6 months where enablement has been caught in the boom bust cycle of rapid hiring followed by the great layoff. It’s been sad to see so many talented sales enablement folks be caught in this. But what can we learn from it.
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?
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?
Sales Enablement Measurement: The Highlights
Highlights from our webinar looking at Sales Enablement measurement
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.
Get The Measure Of Your Enablement
Measurement is vital for sales enablement. Having access to the right data and being able to benchmark performance, measure improvement, track ROI etc means that you can make everything that might currently be ‘subjective’ into objective and data-driven. Someone who is a firm believer in the power of data and measurement is Stefan Funk, SAP’s Program Lead for Data Driven Coaching. We caught up with him recently to talk to him about how important enablement metrics are to him and which are the most valuable elements to measure in order to track the outcomes and value of enablement activity.
The Evolution of Presidents Club
President’s Clubs are a stalwart of sales.
Hit your annual target and you get to go to Monaco / Caribbean / Mexico / Marbs [delete as appropriate].
There have been few changes to the core notion of presidents clubs over the years (other than perhaps tackling a global pandemic and lack of travel rights) but they vary slightly by organisation.
But they all have a fundamental flaw. They don’t align to a modern sales workplace.
Measuring Sales Enablement Success
In our latest blog, we explore Sales Enablement Collective’s recent report “MEASURING SALES ENABLEMENT REPORT 2021” and how you can effectively measure and align sales enablement for all key stakeholders.
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
