As the calendar flips to a new quarter, enablement leaders face a critical and demanding period. Now is the time to look back at the last three months, see what worked and what didn’t, and find ways to improve.
It’s also the time to set new goals and define the strategies to achieve them. This likely requires some big moves when it comes to your sales enablement training goals. This blog will discuss four important initiatives to help your team succeed and impact your company’s bottom line.
Establish a sales enablement vision
Sales enablement refers to onboarding, training, coaching, content management, social selling, and other related activities. Start thinking about your sales enablement strategy without pigeonholing yourself into distinct categories. As a sales enablement leader, you can think of this activity as your “Pinterest board” of sorts.
Here are a few questions to fuel your session:
- Imagine the most frustrating problem your team faces today. What could they do if it magically disappeared overnight?
- Imagine you have an extra hour every day. How do you use it?
- What takes your team the most time for the smallest reward?
- I wish my team was better at _______________.
- When you look back on it this time next year, what improvements would you like your team to have made?
Figure out what makes your ideal customer sales-ready
So, you’ve brainstormed the big things your team could do with a sales enablement certification under their belts. Now, it’s time to dream about what your customers and prospects can experience.
One benefit of sales enablement training is that it involves collaborating with marketing, rather than working in a silo. This collaboration helps to align sales and marketing efforts, leading to better overall results. By working together, sales and marketing teams can create a more effective sales enablement program. This integrated approach can improve communication and coordination between the two departments.
Your sales enablement tool can show you what works and what doesn’t. It’s important to think about the best customer experience early on. Give some consideration to the telltale signs of a soon-to-be closed-won deal. Here are some examples of what you might look for:
- Email engagement: What email nurture campaigns are working well? Are there cadences that drive deals to close faster than before?
- Website interactions: Are there specific forms submitted that almost guarantee a great conversion rate?
- Content that converts: Which white papers, ebooks, and one-pagers lead to the highest quality leads?
- Social media engagement: Is your top team performing well on social media? They can do this by interacting with followers, promoting products, and consistently posting to increase awareness.
Make it official with an internal sales certification program
Consider creating a certification program for your new sales training. This will help involve all your employees. It will also bring them together in one, remote location. Certifications confirm that your team has effectively completed the training you want them to focus on this season.
Of course, there are many ways to unite all stakeholders and contributors you’ll need. If certifications aren’t your thing, consider having regular meetings. During these meetings, your sales and marketing teams can collaborate and discuss your sales training program. This will help everyone in your GTM organization work towards the same goals and have the resources needed to succeed.
Replace your old product knowledge docs with a searchable, update-ready alternative
How many times have you peeked at your sales playbook, sales enablement courses, or product collateral only to notice they aren’t up to date? If this is the case, it’s the perfect time to rethink your sales training and enablement efforts.
One of the benefits of a sales enablement training program is that you can update it to meet your team’s current needs. Updates are as easy as writing an email if you use sales enablement software. Pricing updates? No need to reprint every product manual under the sun! Major market shift? There’s a comparison chart for that. New product launch? Here’s everything you need to know, all at the click of a button. With enablement software, you meet your team where they are, whenever they have spare time to train.
Enablement Training FAQ
What are the key components of an effective sales enablement training program?
An effective enablement training program includes onboarding, continuous training, sales coaching, content management, and collaboration with marketing. These elements ensure that sales teams are equipped with the knowledge and tools they need to engage prospects, close deals, and meet their sales goals.
How can sales enablement training improve alignment between sales and marketing?
Sales enablement training fosters collaboration between sales and marketing by aligning their goals and strategies. This alignment ensures that both teams work together to create, distribute, and utilize content effectively, leading to better communication, more qualified leads, and higher conversion rates.
Why is it important to regularly update your sales enablement training materials?
Regularly updating sales enablement content ensures that your sales team has access to the latest product information, market trends, and sales strategies. This keeps your team agile, enabling them to respond quickly to changes in the market and meet evolving customer needs.
Fast-track the sales enablement efforts with Seismic
Achieving your sales enablement training goals has never been easier with the Seismic Enablement Cloud™. When sellers have the right tools and knowledge to do their jobs, teams close more deals and grow revenue. Sales teams around the globe use Seismic to ramp new reps quickly, hone essential skills, and deliver coaching and certification programs at scale. If you’re ready to unlock your team’s potential and hit the next quarter’s goals, get a demo.
