Ramblings, Snippets of Wisdom and Other Bits & Bobs...
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?
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.
Sales Enablement Measurement: The Highlights
Highlights from our webinar looking at Sales Enablement measurement
'Tis the season to be...planning your Sales Kick Off!
To avoid another Groundhog Day SKO, follow e4enable’s top 10 tips to drive real value from your SKO.
‘Strictly’ No Consistency
The lack of consistency in scoring from the Strictly Come Dancing judges has got people talking. What they lesson could they learn from sales to achieve more consistency?
Sales and the London Marathon
The London marathon is once again upon us.
In our latest blog we explore the similarities between successfully running a marathon and what it takes to be successful in Sales.
Let’s Talk About Sales Efficiency…
Given the pressures that every sales team is under right now, I think we can all agree that this sales efficiency has become even more important. In this blog, we’ll explore how you can use it and impact your results.
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.
Tips on how to coach using data…
Knowing where and when to coach is often the biggest thing holding front line managers back from coaching their teams on a regular basis.
It can feel like either groundhog day or a game of whack-a-mole which little or no guidance or direction to a) know where to focus and b) know if its working or not.
That’s where data comes in and this blog is going to tool you up for having rich coaching conversations, fueled by data.
How to make your Sales Coaching Program a success
“What’s the single biggest influence on the success of a coaching program?”
We get asked this question a lot and it’s a fair question.
In this blog, we’ll explore some of the key elements that drive successful long term outcomes of a sales coaching program.
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.
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.
Embedding Sales Training for True ROI
One of the things we get asked most often from sales enablement and training professionals is:
“How do we make sure the knowledge and skills learned in sales training are embedded to drive the long term benefit?”
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.
Coaching + Training Resources - The Perfect Match
By combining your existing training resources with structured coaching to embed it, supported by a central competency framework that a) brings it all together and b) is already entrenched into the sales operating rhythm, you’ll avoid the once and then forgotten trap of flushing your training dollars down the loo.
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.
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.