Deliver success now<\/span><\/h2>\n\t\t\t\t\t\t\tLearn how Customer 360 helps you increase efficiency, improve results, and lower costs.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t
\n\t\t\t\t\tStart Now<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t\n\t\t\t![\"og-image-success-now-1280x720-uk\"](\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2023\/09\/og-image-success-now-1280x720-uk.jpg\")
\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\nTip #1: Focus enablement on outcomes<\/b><\/h2>\n\n\n\n
Fundamentally, enablement is about upskilling your reps with ongoing training modules, content, and process guides. However, it\u2019s not enough to frame this as generic \u201chow to sell\u201d training with no connection to revenue goals. A study from research firm CSO Insights<\/a> shows a 76% of sales leaders focused on enablement are unable to prove how enablement efforts are making an impact that affects revenue. <\/b>For enablement to work effectively, sales leaders need to tie it to concrete, clearly defined outcomes. <\/p>\n\n\n\nHere\u2019s how you do it: identify a target<\/a> metric that will have a significant business impact. Then work backwards to create training that directly affects that goal. <\/b>That way, if your sales enablement is working, you\u2019ll have quantifiable proof. If not, you can see it in the numbers and adjust. <\/p>\n\n\n\nAt Salesforce, we do this by identifying an outcome we want to achieve \u2014 say, reducing cycle length. We then pinpoint common roadblocks that lengthen or stall the deal process and devise a training program to address them with new strategies or skills. We use Tableau Analytics<\/a> to monitor how the program changes reps\u2019 day-to-day selling activities and how these activities are moving the needle on sales cycles and, ultimately, revenue. <\/b><\/p>\n\n\n\nTip #2: Integrate enablement into the rep workflow<\/b><\/h2>\n\n\n\n
Sales reps hate change \u2014 but only when it doesn\u2019t make their job easier. Sales enablement, often guided by new technology, faces resistance because reps see new tools as too complicated to use or disruptive to their existing processes. The key is to integrate enablement right where work is happening so reps use the same tools to sell and train.<\/b><\/p>\n\n\n\n
That means making training resources readily available to reps through apps and programs they already use. For example, at Salesforce, we make it easy for reps to access onboarding resources and, once they\u2019re in the flow of work, account information right from Slack<\/a>. When reps have access to the information they need, in the selling moments they need it, they can avoid one of the worst phrases in sales: \u201cI\u2019ll get back to you on that.\u201d<\/b><\/p>\n\n\n\nTip #3: Personalise sales enablement tips for each rep<\/b><\/h2>\n\n\n\n
Every sales rep is different, with their own unique set of skills \u2014 and challenges. That\u2019s why sales enablement tips should be personalised to fit the needs and skills of each one<\/b>. The problem is, enablement personalisation can be time-intensive if done manually. The solution is automation.<\/p>\n\n\n\n
Here\u2019s how this works at Salesforce: sales leaders use a conversation insight tool to automate sales call analysis and identify areas for rep improvement. Then, they fold specific content, resources, tools, and reminders into CRM workflows that can be triggered by rep behaviour.<\/b><\/p>\n\n\n\n
For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. It\u2019s what Galem Girmay<\/a>, revenue enablement manager at UserTesting, calls \u201crelevant enablement.\u201d<\/p>\n\n\n\n\u201cMeet the reps where they are, and share insights over their preferred channels of communication,\u201d<\/b> said Girmay. \u201cIt\u2019s important to continue to incorporate, explore, and make the sales process relevant and ensure that each individual has a personalised pathway to success.\u201d<\/p>\n\n\n\nWant more sales enablement tips?<\/b><\/h2>\n\n\n\n
Effective sales enablement should be simple: the right training, content, and coaching delivered in the flow of work empower reps to speed deals through the pipeline and keep the sales engine running on all cylinders.<\/b> With training milestones in place and a clear outcome in your sights, you can ensure that your enablement is working.<\/p>\n\n\n\n
Want to learn more about how we supercharge sales? Check out our \u201cSalesforce on Salesforce<\/a>\u201d series. <\/b>It offers tricks of the trade that have helped us become the world\u2019s fastest-growing enterprise software company.<\/p>\n\n\n\n
\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\nTip #1: Focus enablement on outcomes<\/b><\/h2>\n\n\n\n
Fundamentally, enablement is about upskilling your reps with ongoing training modules, content, and process guides. However, it\u2019s not enough to frame this as generic \u201chow to sell\u201d training with no connection to revenue goals. A study from research firm CSO Insights<\/a> shows a 76% of sales leaders focused on enablement are unable to prove how enablement efforts are making an impact that affects revenue. <\/b>For enablement to work effectively, sales leaders need to tie it to concrete, clearly defined outcomes. <\/p>\n\n\n\n Here\u2019s how you do it: identify a target<\/a> metric that will have a significant business impact. Then work backwards to create training that directly affects that goal. <\/b>That way, if your sales enablement is working, you\u2019ll have quantifiable proof. If not, you can see it in the numbers and adjust. <\/p>\n\n\n\n At Salesforce, we do this by identifying an outcome we want to achieve \u2014 say, reducing cycle length. We then pinpoint common roadblocks that lengthen or stall the deal process and devise a training program to address them with new strategies or skills. We use Tableau Analytics<\/a> to monitor how the program changes reps\u2019 day-to-day selling activities and how these activities are moving the needle on sales cycles and, ultimately, revenue. <\/b><\/p>\n\n\n\n Sales reps hate change \u2014 but only when it doesn\u2019t make their job easier. Sales enablement, often guided by new technology, faces resistance because reps see new tools as too complicated to use or disruptive to their existing processes. The key is to integrate enablement right where work is happening so reps use the same tools to sell and train.<\/b><\/p>\n\n\n\n That means making training resources readily available to reps through apps and programs they already use. For example, at Salesforce, we make it easy for reps to access onboarding resources and, once they\u2019re in the flow of work, account information right from Slack<\/a>. When reps have access to the information they need, in the selling moments they need it, they can avoid one of the worst phrases in sales: \u201cI\u2019ll get back to you on that.\u201d<\/b><\/p>\n\n\n\n Every sales rep is different, with their own unique set of skills \u2014 and challenges. That\u2019s why sales enablement tips should be personalised to fit the needs and skills of each one<\/b>. The problem is, enablement personalisation can be time-intensive if done manually. The solution is automation.<\/p>\n\n\n\n Here\u2019s how this works at Salesforce: sales leaders use a conversation insight tool to automate sales call analysis and identify areas for rep improvement. Then, they fold specific content, resources, tools, and reminders into CRM workflows that can be triggered by rep behaviour.<\/b><\/p>\n\n\n\n For example, one group of reps may need to refine how they approach roadblocks or objections in the deal cycle. This can be addressed with helpful content on objection handling when deals get to the negotiation stage. It\u2019s what Galem Girmay<\/a>, revenue enablement manager at UserTesting, calls \u201crelevant enablement.\u201d<\/p>\n\n\n\n \u201cMeet the reps where they are, and share insights over their preferred channels of communication,\u201d<\/b> said Girmay. \u201cIt\u2019s important to continue to incorporate, explore, and make the sales process relevant and ensure that each individual has a personalised pathway to success.\u201d<\/p>\n\n\n\n Effective sales enablement should be simple: the right training, content, and coaching delivered in the flow of work empower reps to speed deals through the pipeline and keep the sales engine running on all cylinders.<\/b> With training milestones in place and a clear outcome in your sights, you can ensure that your enablement is working.<\/p>\n\n\n\n Want to learn more about how we supercharge sales? Check out our \u201cSalesforce on Salesforce<\/a>\u201d series. <\/b>It offers tricks of the trade that have helped us become the world\u2019s fastest-growing enterprise software company.<\/p>\n\n\n\nTip #2: Integrate enablement into the rep workflow<\/b><\/h2>\n\n\n\n
Tip #3: Personalise sales enablement tips for each rep<\/b><\/h2>\n\n\n\n
Want more sales enablement tips?<\/b><\/h2>\n\n\n\n
![\"blog-offer-trailhead\"](\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2022\/11\/blog-offer-trailhead.jpg\")
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