Sales Enablement: What It Is, What It Isn't, and Where It's Going
- 1. Sales Enablement: What It Is, What It Isn’t, and Where It’s Going Joe Caprio Speaker: TO USE YOUR COMPUTER'S AUDIO: When the webinar begins, you will be connected to audio using your computer's microphone and speakers (VoIP). A headset is recommended. Webinar will begin: 11:00 AM, PDT TO USE YOUR TELEPHONE: If you prefer to use your phone, you must select "Use Telephone" after joining the webinar and call in using the numbers below. United States: +1 (914) 614-3221 Access Code: 371-813-844 Audio PIN: Shown after joining the webinar --OR-- Rob Jeppsen Speaker: Naba Ahmed Moderator: Roderick Jefferson Speaker:
- 2. ClearSlide is the system of engagement for sales, marketing & services teams that makes every customer interaction more successful. For managers and leaders, ClearSlide provides engagement dashboards to improve deal visibility, coaching, and stronger forecasting. For content users and creators, ClearSlide makes it easy to organize and recommend content tailored by sales stage, with next-step interaction suggestions. For reps, ClearSlide intuitively delivers content, communications, and real-time analytics in a single, unified Sales Engagement Platform experience.
- 3. 3 Understanding Sales Enablement Click on the Questions panel to interact with the presenters https://www.salesprocentral.com/webinar-series/understanding-sales-enablement/
- 4. About Rob Jeppsen With 23 years of direct sales and sales leadership, Rob has successful experience in every part of the sales process. Rob is the Founder and CEO of Xvoyant, a Sales Leadership Technology Platform committed to helping organizations develop world-class sales leaders. Xvoyant’s technology drives transformation across sales teams by powering 1:1 meetings with sales leaders and salespeople. Xvoyant creates alignment between Sales Leaders and Salespeople to create measurable improvement in revenue while reducing administrative burden. Xvoyant services thousands of managers in 62 countries around the world and recently was recognized with the Gold Stevie® Award for Sales Technology Partner of the Year. About Joe Caprio Joe is the VP Sales of Chorus.ai. Prior to joining Chorus, Joe was a Chorus customer while leading the sales team at InsightSquared. His focus was on scaling and enabling rapid growth sales teams. His experience with conversation intelligence and experience in sales enablement created a perfect match of a tactical practitioner with executive experience and insights. Joe’s background is in training and development. He has a passion for hiring and training customer facing reps. He loves to share best practices, learn from his customers, and distill down really powerful programs for his own team and his customers’ teams as well. Sales Enablement: What It Is, What It Isn’t, and Where It’s Going About Roderick Jefferson Roderick Jefferson is the CEO of Roderick Jefferson & Associates. He has 20+ years of sales leadership and is an acknowledged thought leader and keynote speaker in the sales enablement space. He has won numerous awards including being selected as a 2020 Selling Power Magazine Leading Sales Enablement Consultant. He is also one of the founding members of the Sales Enablement Society. Roderick is a member of several Advisory Boards, including Capella University, Autobound.ai and Selleration Inc. He is also one of the founding members of the Sales Enablement Society. Roderick is a member of several Advisory Boards, including Capella University, Autobound.ai and Selleration Inc. About Naba Ahmed Naba went to Cal Poly, San Luis Obispo and majored in Journalism and minored in Integrated Marketing Communications. After working as Editor in Chief at the campus newspaper, she became interested in developing content across multiple platforms, and now works as a Content Marketing Specialist at Aggregage, providing some of the most interesting thought leaders across a wide variety of industries with a space to celebrate the diversity, depth, and experience of their professional cultures, personalities, and passions.
- 5. 5 Understanding Sales Enablement WHAT IS SALES ENABLEMENT?
- 6. 6 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement What Does Sales Enablement REALLY Do? We break the complexity of sales enablement into practical ideas through scalable and repeatable practices that will lead to increased revenue. COMMUNICATION COLLABORATION ORCHESTRATION We help get sales teams into the right conversations in the right way.
- 8. 8 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement Sales Process Sales Methodology Opportunity Plan & Review Forecasting & Deal Desk IF YOU DON’T FOCUS ON THE BUYER’S JOURNEY… YOU WON’T GET NEW BUYERS! It All Begins & Ends With The Buyer’s Journey!
- 9. 9 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement PURPOSE What is Our Culture? What is Our Charter? What Does Success Look Like? PEOPLE What’s the right structure? What talent is needed? What is compensation driving? How are we creating leaders? PROGRAMS Onboarding Global Initiatives Competitive Domain Expertise PERFORMANCE Communications Coaching Continuous Learning Tools Metrics PLATFORMS How do we scale? How do we automate? What metrics are communicated? The True Value of Sales Enablement
- 11. 11 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement ONBOARDING Assessing and diagnosing gaps in strategies and execution. SALES ACUMEN Aligning competencies and behaviors to organizational goals. REINFORCEMENT Leveraging coaching, peer mentoring and cross functional alignment to accelerate application of knowledge and skill. MEASUREMENT Merging individual and organizational performance into leadership development and succession planning strategies. SALES ENABLEMENT § Assessments § Strategies § Architecture SALES EFFECTIVENESS § Curriculums § Accreditation/Certifications § Business Impact Analysis Performance Journey
- 12. 12 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement ASSESSMENT Conduct a needs assessment designed to identify knowledge and skill gaps with a focus on up leveling functional roles, programs, and tools. FRAMEWORK Provide guidance, templates, metrics & best processes to build and deploy a consistent, scalable, repeatable onboarding program designed to decrease time-to-revenue and increased seller productivity. BUILD Provide resource planning, candidate interview support, and staffing feedback required to build or up level the current sales enablement function. EXECUTE Create ongoing enablement framework with Sales and Business Line Leadership to support sales programs focused on decreasing time-to-revenue and increased seller productivity. Assess, Design, Deploy, & Iterate
- 13. 13 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement 90 Adoption & Execution Measure adoption and usage of all implemented enablement processes, programs, productivity tools, and templates 96 Sales Readiness Determine whether leaders and sellers are effectively enabled and ready to maximize their engagements with prospects and customers 100 Metrics & KPIs Validation of tracking and reporting of sales activities and tools related to revenue generating metrics Reinforcement Is the Key To Success
- 14. 14 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement ENABLEMENT INFLUENCED • Accreditation Completion % • Average Deal size • Collateral Use & Frequency • New Pipeline Created • Number of Closed Deals (Annually) • Product mix by segment (Cross Sell Rate) • Quota Attainment % (Quarter over Quarter) • Quota Attainment % (Annual) • Time to Revenue (1st Close) • Win Rate % SALES RAMP TIME • Accreditation Completion % • Outbound Activities leading to number of SQOs o Daily/Weekly/Monthly Goals (Meetings, SQLs, etc.) BDR/SDR RAMP TIME ENABLEMENT OWNED • Accreditation Passing Marks • Bi-Annual Needs Analysis • Program Based Surveys • Usage Stats (Learning Management System & Content Management System) • Tool Stack Selection & Deployment SURVEYS CONSOLIDATEDCOMMUNICATIONS • % of completed Enablement Requests o Accreditations/Certifications o Communications Deployed o eLearning statistics (Assigned vs. Completed) Revenue Generating Metrics
- 16. 16 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement Enablement Is NOT Just Training! TALENT ACQUISITION ONBOARDING ROLE SPECIFIC LEARNING PATHS REINFORCEMENT & COACHING MEASUREMENT SALES EFFECTIVENESS SALESENABLEMENT SUCCESSION PLANNING
- 17. 17 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement Sales Focused Metrics Deployment Our engagements are focused on the deployment of data-driven, revenue focused activities validated within your CRM tool. Strategic Consulting Services Our team supports organizations around high-level decisions in an unbiased fashion, using deep industry knowledge to deliver the best results. Sales Leadership Coaching Our mix of industry best practices, tools and templates will lead to decreased speed to revenue and accelerated quota attainment. Sales Enablement Team Support Our processes, programs and best practices will enable you to focus on building and deploying multiple project simultaneously. Infrastructure Build & Augmentation Our expertise will guide you step by step to get your project done and evaluate establish success criteria Enablement Is NOT The Fixers of Broken Things!
- 18. 18 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement Enablement Is NOT Sales Scribes Or Servants! 1. We’re ALL on the same team (When one wins… we ALL win)! 2. Our number one focus is ALSO driving incremental revenue! 3. We NEED Sales Leaders to help us craft the definition of sales success! 4. We should be included in the sales interview process! 5. We are focused on decreasing ramp up! Trust + Partnership + Retention = WINNING! 6. We bring value as change management agents (Local, national, int’l, leadership, acquisition, etc.)! 7. We provide scalable, consistent tools & processes across the lifecycle of a sale! 8. We NEED input & feedback… Early & often! 9. We use metrics, tracking, and reporting to substantiate ROI! 10. We need Sales Leaders to own adoption & execution of tools, processes, programs, etc.!
- 19. 19 Understanding Sales Enablement WHAT IS THE FUTURE OF SALES ENABLEMENT?
- 20. 20 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement 30% Of technology jobs will be unfilled due to talent shortages by 2020 16% of leaders are digitally focused #2priority for CEO’s is finding talent to fill technology skill gaps 70% of today’s job will be significantly different or obsolete within 10 years GET COMFORTABLE WITH BEING UNCOMFORTABLE! Source: Indeed.com
- 21. 21 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement 83% CEOs expect the role of Machine Learning or robotics to increase significantly by 2021 41% of companies are already implementing automation across multiple functions 24% of jobs are seen as going away yet 83% see demand for new skills or jobs being created AI & Machine Learning Will Redefine Sales Enablement Source: Indeed.com
- 22. 22 What It Is, What It Isn’t, and Where It’s Going Understanding Sales Enablement #TrainAnimalsEnablePeople #HopeIsNotAStrategy
- 23. 23 Understanding Sales Enablement Q&A CEO of Xvoyant Linkedin page: robjeppsen/ Twitter ID: @robjeppsen Email: [email protected] Website: xvoyant.com Rob Jeppsen Speaker: VP of Sales at Chorus Linkedin page: joecaprio/ Twitter ID: @chorus_ai Email: [email protected] Website: chorus.ai Jon Caprio Speaker: https://www.salesprocentral.com/webinar-series/understanding-sales-enablement/ CEO, Roderick Jefferson & Associates LinkedIn page: roderickjefferson/ Twitter ID: @ThevoiceofRod Email: [email protected] Website: roderickjefferson.com Instagram: roderick_j_associates Roderick Jefferson Speaker: Editor, Aggregage LinkedIn page: sales-pro-central/ Twitter ID: @SalesProCentral Email: [email protected] Website: salesprocentral.com Naba Ahmed Moderator: