What Is Sales Enablement? A Complete Guide
Learn how to build onboarding and training programs that make a clear impact on revenue goals.
Sales enablement means training your reps to sell. You coach them, educate them with content and certifications, and bring them together at events like sales kickoffs. It’s anything you can do to help them close more deals, faster.
Then the tough question comes: “Did it work?”
The pressure is on for sales leaders to create enablement that makes a real impact on revenue goals, and prove that it’s working. This guide will show you how. We’ll cover the ins and outs of sales enablement — what it is, why it matters, and how you can measure success.
What you’ll learn:
What is sales enablement?
Why is sales enablement important?
Sales is hard. Your reps often face a big, blank space at the beginning of a deal. Who are the stakeholders, what’s the strategy, and which deal details actually matter? They have to understand the problem and bring a solution for it. That’s why sales enablement is so important. Without education and guidance, sellers will struggle to advance prospects through the sales pipeline. Poof! There goes your revenue.
Here are some key challenges reps face, making the case for sales enablement.