Sales enablement is the process of providing your sales team with information, training, coaching, content and tools to help them sell more efficiently.

1. IMPLEMENTING SALES PROGRAM
SALES PERSONAL BEHAVIOUR ,
ROLE PERCEPTION AND
SATISFACTION

2. IMPLEMENTING SALES
PROGRAM
❑ Sales enablement is the process of providing your
sales team with information, training, coaching,
content and tools to help them sell more
efficiently.
❑ A big part of sales enablement involves furnishing
salespeople with the information they need in the
sales process to make more sales. This information
may be in the form of content, tools and system
processes.

3. 1.Start With The End Objectives In Mind: From the beginning,
determine what measurable objectives you want to accomplish with the
sales enablement program. Begin by assessing what may be causing
your sales department to lose sales they should be making.
2.Create Dedicated Sales Enablement Roles: Once your objectives
are clearly spelled out, and an actionable strategy drawn out, come up
with roles to run the program. Understand the scope of sales
enablement and develop roles around the four core functions. These
functions are content, training, tools and technology, and strategy and
execution.
HERE ARE 10 TIPS THAT WILL
MOVE YOUR SALES ENABLEMENT
EFFORTS IN THE RIGHT DIRECTION:

4. 3.Look for the Right tools and technology: Once you have
nailed the basics, make a decision on the right tools and
technology to go with your program. Your objectives will guide
you on how to select the right tools and technology for the job.
Remember, sales enablement is a highly hands-on process.
4.Hold someone accountable: It is true that sales enablement
involves teamwork built around the roles you have created for
each team player. It is important that there is an overall boss to
bring coordination to these roles. More importantly, you need
someone who is liable for tying all the objectives together.

5. 5. Establish a committee: A sales enablement program brings
together several departments. There is collaboration of sales,
marketing, IT, product marketing, training, operations, plus
learning and development. To ensure synergy in these
departments, you need to form a secretariat or a committee with
members from each cross-functional team.
6. Optimize The Content: Once you have put all the
internal structures in place, project your activities to
your target market. Content is information about your
products, their development and ability to solve
customer’s problems or add value. Sellers should not be
the ones to look for your content.

6. 7.Reinforcement In Context: During sales cycle training, place
more emphasis on reinforcement in context. Sales team requires
training on how to use this program such as access to data,
presentation and retrieving content. To reinforce in context
simply means to incorporate training in each aspect of the seller’s
daily workflow.
8.Streamline And Make Content Accessible: The main
idea behind developing sales enablement program is to
create more selling time for sales reps. As such; the process
of accessing data and content should be seamless, integrated
and simplified. Every time a seller has to go through large
pieces of data, they consume more selling time.

7. 9.Position, Pursue And Expand Goals: The goal behind sales
enablement is to enhance sales efficiency. However, it’s not only
about efficiency or saving time--it’s also about what the sellers
are doing with the extra time and how they can be more effective
when meeting with prospects. Assess how much time they spend
searching for content and creating presentations.
10.One Step At A Time: Honestly speaking, sales enablement is
not an easy task. It is even worse if you want to wrap your hands
and brain all around it. Sales enablement involves constant
measuring of the results of your CRM activity, impact of the
latest content uploaded on the program and effectiveness of the
sales team in using the program.

16. THANK
YOU