Sales enablement isn’t just for major corporations; it’s for businesses of all sizes. In today’s episode of The Sales Evangelist, Donald is joined by bestselling author and VP of Enablement of PRO Unlimited, Roderick Jefferson, to discuss how we can apply sales enablement to any organization.
Three distinct factions of sales enablement:
- The original enablement began when sellers sold knives and vacuums door-to-door.
- The second faction arrived during the .com boom of the early 2000s.
- Finally, the current age of sales enablement is the present day, featuring an innovative approach focused on increasing sales productivity with a systematic, personalized, and collaborative process.
- Whether a small organization or a large corporation, sales enablement joins the various departments and roles to unify the end goal.
Get people to have conversations instead of presentations:
- The proper discussion isn’t just the right topic – it’s talking to the right people at the right time in their language.
- There’s a difference between training and enablement – training is a sprint, and enablement is a marathon.
- Enablement is a change in lifestyle, including talent acquisition, role-specific onboarding, and coaching for sales leaders.
Enablement should be driven from the top-down.
- It cannot be something pushed out by the owner of sales enablement. There has to be collaboration and communication across all business lines.
- To start this lifestyle change, remember: the further you get from the sun, the colder you get. (And sales is the sun.)
- Understand what the objectives are and what the KPIs are – translate it to understand the goal of sales as a department.
- Make sure we, first and foremost, tie everything back to the prospect. How do we ensure everything we do helps the prospect or customer increase productivity or decrease pain?
Roderick’s parting advice? Start a conversation with a simple three-part question: Do you want me to listen, do you want me to coach, or do you want me to fix? As leaders, we go to fix mode. But sometimes, that’s just not what’s needed. For more great content from Roderick, connect on LinkedIn or follow him on Instagram, Twitter, and Facebook. You can find his book, Sales Enablement 3.0, on Amazon.
This episode is brought to you in part by LinkedIn Sales Navigator.
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This episode is brought to you in part by Skipio.
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This episode is brought to you in part by Closers.io.
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This episode is brought to you in part by Scratchpad.
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