Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The 4 Critical Moves in a Sales Enablement Development Initiative in SMBs

When you are embarking on a sales enablement and development initiative across the sales team, there are 4 things you have to get right:
A Clear, Clean Sales Pipeline as the Starting Point

This is the "failure point" piece; if this is not in place the impact of an initiative will be weak. It means getting each seller to start with an accurate view of their sales pipeline and month or quarter forecast. That might involve moving stalled and dead deals back or out of the pipeline altogether. This gives the salesperson a clear starting point in terms of the gap they have to fill. It also enables the salesperson to aim for their ideal pipeline - the one that consistently delivers the target.

An Internal Enablement Champion AND "Doer"

There is a lot of work, including content and learning development when supporting a sales development initiative based on enablement. You need playbooks, assets and a way to track learning and certification engagement. We'll call them the enablement champion, but they also need to be a "doer" who can create and promote the necessary deliverables. This individual needs to have  the support of sales leadership and the senior management team. Enablement champions can be part of sales or revenue operations.

Capture and Socialize Selling Know-how from the Best Performers (one of whom might still be the CEO or the founder!)

Once you are an established company with a product-market fit and customers, you are building valuable selling know-how through your best performers. They might make up only 10%-20% of the sales team but they have the "micro" know-how that the rest of the team, including the new hires, needs to raise the performance bar. In many cases some of the best knowledge is still in the head of the CEO and founder(s). In the past, this was the "grey" know-how that was next to impossible to capture and distribute. But today, an enablement platform can spread this highly customized best-performer content globally in days and weeks.

Enable Managers to Enable Sellers

Your frontline sales manager is the power supply for sales. Nothing beats an engaged direct manager who can coach and guide each seller at the individualized level. If you look at the world from the seller's perspective, there is no point in having a manager unless the seller is getting better because of that manager. When the manager-seller link is weak, it always turns up in the missed forecast and then missed quota. The only exception is the salesperson who has decided to be their own manager - who are usually the best performers we referred to in the previous point.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

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Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The 4 Critical Moves in a Sales Enablement Development Initiative in SMBs

When you are embarking on a sales enablement and development initiative across the sales team, there are 4 things you have to get right:
A Clear, Clean Sales Pipeline as the Starting Point

This is the "failure point" piece; if this is not in place the impact of an initiative will be weak. It means getting each seller to start with an accurate view of their sales pipeline and month or quarter forecast. That might involve moving stalled and dead deals back or out of the pipeline altogether. This gives the salesperson a clear starting point in terms of the gap they have to fill. It also enables the salesperson to aim for their ideal pipeline - the one that consistently delivers the target.

An Internal Enablement Champion AND "Doer"

There is a lot of work, including content and learning development when supporting a sales development initiative based on enablement. You need playbooks, assets and a way to track learning and certification engagement. We'll call them the enablement champion, but they also need to be a "doer" who can create and promote the necessary deliverables. This individual needs to have  the support of sales leadership and the senior management team. Enablement champions can be part of sales or revenue operations.

Capture and Socialize Selling Know-how from the Best Performers (one of whom might still be the CEO or the founder!)

Once you are an established company with a product-market fit and customers, you are building valuable selling know-how through your best performers. They might make up only 10%-20% of the sales team but they have the "micro" know-how that the rest of the team, including the new hires, needs to raise the performance bar. In many cases some of the best knowledge is still in the head of the CEO and founder(s). In the past, this was the "grey" know-how that was next to impossible to capture and distribute. But today, an enablement platform can spread this highly customized best-performer content globally in days and weeks.

Enable Managers to Enable Sellers

Your frontline sales manager is the power supply for sales. Nothing beats an engaged direct manager who can coach and guide each seller at the individualized level. If you look at the world from the seller's perspective, there is no point in having a manager unless the seller is getting better because of that manager. When the manager-seller link is weak, it always turns up in the missed forecast and then missed quota. The only exception is the salesperson who has decided to be their own manager - who are usually the best performers we referred to in the previous point.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Defining Leads for Marketing & Sales
Managing The Pipeline (All)
Digital Deal Rooms - Top Uses
The New B2B Sales Game
Your Story is Your Strategy
The New B2B Sales Game
Prospecting with Video
The New B2B Sales Game
Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The 4 Critical Moves in a Sales Enablement Development Initiative in SMBs

When you are embarking on a sales enablement and development initiative across the sales team, there are 4 things you have to get right:
A Clear, Clean Sales Pipeline as the Starting Point

This is the "failure point" piece; if this is not in place the impact of an initiative will be weak. It means getting each seller to start with an accurate view of their sales pipeline and month or quarter forecast. That might involve moving stalled and dead deals back or out of the pipeline altogether. This gives the salesperson a clear starting point in terms of the gap they have to fill. It also enables the salesperson to aim for their ideal pipeline - the one that consistently delivers the target.

An Internal Enablement Champion AND "Doer"

There is a lot of work, including content and learning development when supporting a sales development initiative based on enablement. You need playbooks, assets and a way to track learning and certification engagement. We'll call them the enablement champion, but they also need to be a "doer" who can create and promote the necessary deliverables. This individual needs to have  the support of sales leadership and the senior management team. Enablement champions can be part of sales or revenue operations.

Capture and Socialize Selling Know-how from the Best Performers (one of whom might still be the CEO or the founder!)

Once you are an established company with a product-market fit and customers, you are building valuable selling know-how through your best performers. They might make up only 10%-20% of the sales team but they have the "micro" know-how that the rest of the team, including the new hires, needs to raise the performance bar. In many cases some of the best knowledge is still in the head of the CEO and founder(s). In the past, this was the "grey" know-how that was next to impossible to capture and distribute. But today, an enablement platform can spread this highly customized best-performer content globally in days and weeks.

Enable Managers to Enable Sellers

Your frontline sales manager is the power supply for sales. Nothing beats an engaged direct manager who can coach and guide each seller at the individualized level. If you look at the world from the seller's perspective, there is no point in having a manager unless the seller is getting better because of that manager. When the manager-seller link is weak, it always turns up in the missed forecast and then missed quota. The only exception is the salesperson who has decided to be their own manager - who are usually the best performers we referred to in the previous point.

Michael McGowan |  Sales Virtual

michael@salesvirtual.com | Twitter | LinkedIn

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.