Senior Revenue Leaders

Knowing what levers to pull to have the biggest impact on the performance of your sales team can be tricky. However by aligning performance goals to a coaching and development framework and creating a single view of the health of your sales organisation, you can focus on the things that matter.

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Your revenue teams are your greatest asset but also your greatest risk. Understanding how they can achieve target, the levers to pull and the vital skills for success is the key to mitigating risk and creating a more predictable path to your goals. Learn more about how our predictive modelling tool makes that possible…
Purely looking at data may tell you where there are performance gaps but not how or what to focus in those areas to support and correct. Data needs context and alignment to the skills and behaviours that drive outcomes. You don’t want to be looking in multiple systems or hearing anecdotal feedback to gain this insight. As a Senior Leader, you need to know where to focus time, attention and resources at any given time … Learn how
When your enablement teams launch new initiatives or your sales managers start coaching to a new skill or process, you need to see the impact in real time. You shouldn’t have to spin up projects or take up the valuable and much fought for time of you ops team to see this - it should be something available at all times so you can assess the health or your sales organisation … Learn how
Creating a culture of coaching is not as simple as being aware that coaching matters or encouraging your sales managers to adopt it. It needs careful execution, support and follow up. It needs a framework to ensure it’s consistent across your whole revenue operation .… Learn how

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.” But, similar to Forrester, Gartner suggests that a more laser focus to Enablament activity and improved measurement of its business impact is key.

Gartner states that “To effectively demonstrate sales enablement ROI and, in turn, protect associated budget increases, CSOs should instead focus on:

Drawing a stronger connection between revenue goals and enablement activities by consulting with sales leaders on the seller behaviors needed to hit their most important sales goals (e.g., better articulating competitive differentiation to win more deals).
Building and implementing a variety of enablement activities, such as coaching, training and creating tools, to achieve the desired behaviors.
Measuring those behaviors and gauge enablement impact by comparing changed sales behaviors and enablement activity to the baseline.
Promoting a complete view of enablement’s impact by building a compelling narrative of the behavior change driven by enablement that ties back to the sales goals.

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Build a Coaching Culture

Make it simple and scalable to implement and maintain a consistent coaching programme and framework

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Pinpoint gaps to focus recourses

Get continuous visibility of the competency gaps across your sales team.

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Measure the health of your sales organisation

using e4enable’s data integrations, pull data from across your key sales tech stack to really see what’s working and what’s not.

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Ensure Sales Training Drives Results

Plan training to align to specific skills gaps and hold Managers and reps accountable for embedding the new skills, knowledge and behaviours.

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