March 21, 2019
Winning the High Stakes Game of Sales
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Sales enablement is not only the BIG buzzword in business development today but is a high stakes game where sales professionals are battling competitors, increasing noise in the marketplace, and demanding schedules of their prospects.
Many executives are wondering; what is sales enablement, do I need it, and do I have it?
Simply put, sales enablement is a process of providing the sales professionals with the information, content, and tools to help them sell more effectively (successfully engage the buyer throughout the buying process).
Do you need it sales enablement? The best way to answer the question is by looking to the numbers. Are you meeting your revenue goals?
Lastly, do you have sales enablement working in your sales strategy? Here are some things to be asking:
Do your sales professionals have immediate access to?
Does your CRM (Customer Relationship Management)?
Does your company engage in?
At this point, you may be sighing with relief or feeling a bit overwhelmed. If you're relieved, then congratulate yourself for being a formable player in the high stake’s sales game. If your feelings are running to the latter, then take heart as Rome was not built in a day.
The first action is to have a strategic plan. Understand your market, competition, and sales team. Start with the items with the greatest need and allocate resources to execute the plan with a strict timeline. Every item achieved from your plan gives you chips to continue planning in the game. You can become a high roller over time with diligence to execute your sales strategy.
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