Sales Enablement

Accelerate Sales & Organizational Growth Through Enablement

One of the ways RevOps can streamline the sales process and leverage revenue opportunities is through sales enablement. Essentially, sales enablement connects team activities directly to your business revenue goals. Done well, sales enablement is all about productivity, making better sales faster, and positioning an organization to scale growth. What’s not to love?

The Strategy Behind Sales Enablement

Before starting on any RevOps initiative, it’s critical to have buy-in and active support from cross-functional stakeholders. RevOps follows the money, not organizational silos. Following the revenue trail crosses lead gen, sales ops, customer success, and the financials. In our experience, leaders must embrace this framework to be effective in the short and long term.

Successful sales enablement strategies take into account: sales process design, sales material management, training and skill development, activity monitoring and accountability. Enablement addresses what sales teams need to find, cultivate, and close sales opportunities. It also reorganizes sales materials to match the sales cycle with the customer journey to reduce confusion and friction. Lastly, it also fosters a feedback loop between marketing, sales, and customer success to make sure that targeting, messaging, and implementation aren’t working at cross purposes. 

It’s important to note that when we speak of sales enablement we’re not talking about a software platform. It’s not an automated drip campaign. It’s not any one piece of technology. Sales enablement is a much broader framework, organizing process and materials mapped to sales goals and revenue targets. Sales enablement is not a thing you buy. Rather it’s a thing you do. It’s also part of a much larger conversation that goes beyond system integrations and the latest sales playbook.

Solving Sales Sticking Points

  • Slow or cumbersome onboarding and training
    For organizations that are scaling for growth, training new team members so they are selling correctly and quickly is often a point of drag. Communicating new products or modifying existing ones with new features can cause confusion if training, materials, and messaging aren’t aligned. Sales enablement finds the points of confusion and creates the framework so new and seasoned salespeople have what they need to be focused on effectively making sales and bringing in revenue.

  • Address lead quality by following the lead generation process
    By following the customer journey and revenue trail, sales enablement identifies lead generation opportunities or wasted resources. Remember RevOps isn’t tied to organizational silos, so we’re digging into marketing ops, their lead generation strategies and campaigns. We follow those leads to their conclusion, creating a feedback loop so marketing dollars are spent more efficiently.

  • Reconfigure process to follow the customers’ point of view
    Improving sales velocity means matching the sales process with the customer’s buying journey. Sales enablement specifically looks for those points of confusion and friction while moving through the sales funnel. 

  • Eliminate unnecessary bottlenecks and delays
    Often organizations get in their own way. RevOps seeks out convoluted hand-offs between departments or non-standard processes. The goal is to streamline the sales cycle so more quotes move into signed contracts. Whenever possible, we automate processes to improve workflow and reduce manual intervention.

  • Align sales activities with revenue wins
    Driving predictable growth with accurate sales forecasting begins with a Single Source of Truth dashboard. When the sales team - along with the entire organization - uses one dashboard, you’re measuring those activities that translate into revenue. 

Why Choose an Alternative Partner?

You’re tired of spinning your organizational wheels. With deep and broad CRM and RevOps experience, Benjamin Reynolds and his team have successfully mapped out all kinds of operations across a multitude of industries. Alternative Partners specializes in mapping high-level OKRs to day-day-day tactics, improving handoffs between teams, and easing communications. When teams are happier and healthier, they feel more like… well, like teams.