The Forrester group defines Sales Enablement as:
“A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.”
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will help them improve their productivity and achieve their targets. This approach helps you align many functions within your organization to the overall goals and ensure that the customers see the required value.
Sales Enablement programs typically include support at many levels starting from recruitment, onboarding, training, just-in-time resources, as well as ongoing support through tools (like CRM and platforms or portals for information sharing and collaboration) and technology (for instance, analytics that can provide data-driven, actionable insights).
A successful Sales Enablement approach helps you take your sales strategy to a successful execution and enables you to meet your goals.
It is important to note that Sales Enablement is different from Sales Training. In fact, Sales Training is only one of the many pillars that will help your team succeed.
Worldwide, CEOs and Sales Heads are moving toward the adoption of this holistic approach (in contrast to Sales Training alone) to equip their sales teams and create a sustainable edge over their competition.
In this article, I highlight its benefits and 6 strategies that will help you enhance its impact. Given the fact that my expertise is on online training, I share my recommendations on how leveraging on eLearning can