Sales enablement is sometimes looked at as an ambiguous, industry buzzword. In reality, it’s the important process of equipping your team with the sales tools they need in order to sell more effectively. Although the foundational information about your company is often covered in sales team training, sales enablement is the perpetual, ongoing discipline that ensures sales people have everything they need to successfully engage your ideal customers throughout the buying process.

What is it?

The Sales Enablement and Operations Review is designed to gather high-level information about whether the client’s sales team has the tools it needs to succeed.

During this review, we focus on three key areas:

1. Marketing Materials
2. Relationship-building Resources
3. Sales Operations

Why is it important?

Unfortunately, many of our clients are currently doing very little to support their sales organizations, and this lack of support creates risk that company will not be viewed as a trustworthy or viable. (How do you react when you see a corporate website that’s woefully outdated?) When marketing materials fail to present the business as a modern, relevant organization, sales suffer. Conversely, marketing materials that tell a great story can earn customer trust quickly if the company can get those materials into the hands of qualified leads in a timely fashion. And that’s why we also want to review sales operations.

High-functioning sales organizations engage customers at the right time, in the right way and with materials that tell a compelling story.

How do we do it?

Marketing Materials Review & Redesign

During the session, we will conduct a high-level review of existing marketing materials to form a better understanding of how each is used and how the client views its current value and usefulness. Ultimately, we will work with the client to conduct a complete inventory of all marketing materials, identify gaps and prioritize the design and development of new or updated materials.

Review & Develop Relationship-Building Resources

During the session, we will identify the relationship-building resources currently being made available to new business and account team members. For example, does the company currently budget for promotional items (hats, t-shirts), customer entertainment, holiday gifts and events? And if so, how does the client assess the value of those resources?  Post session, we will make recommendations for the development of future relationship-building tools.

Sales Operations Review

During the session, we will conduct a high-level review of the tools the client currently uses to track, analyze and manage sales data. Where is its customer, prospect and trade-show data stored? How is the data used? Who’s responsible for keeping it updated and following-up on leads? Who handles and qualifies inbound leads from the website? Following the session, we will make recommendations for the development or acquisition of tools to manage that data efficiently and effectively.