SALES ENABLEMENT

MUDASRA AMJAD

(Roll number 21)

SALES ENABLEMENT

THANK YOU

•SIR MAZHAR IQBAL

Who give me this opportunity

SALES ENABLEMENT

TOPIC: SALES ENABLEMENT

• “The Delivery Of The Right Information To The Right

Person At The Right Time In The Right Format And In The

Right Place To Assist In Moving A Specific Sales

Opportunity Forward”

SALES ENABLEMENT

• Sales enablement is everything your company needs to do

to ensure your salespeople are armed with:

• The right knowledge,

• Specific to the current selling situation,

• At the right time

• In the right place

• Tailored to the needs of the buyer

SALES ENABLEMENT

WHY WE NEED SALES ENABLEMENT

• 90% of sales content is not used by salespeople

• 80% of training is not retained after 60 days

• Salespeople spend 71% of time not selling

• Proper sales methodology is used less than half of the time

SALES ENABLEMENT

SALES PERSON HAS THREE FUNDAMENTAL FLAWS

1. Too much information!

2. Not aligned with selling situations

3. Disconnected from daily reality

SALES ENABLEMENT

In our sales enablement benchmark study, 37% of participants said that sales had responsibility for sales enablement, 28% said marketing was responsible and 7% named operations as the driver for sales enablement.

Marketing Sales enablement Sales

SALES ENABLEMENT

SALES ENABLEMENT LANDSCAPE

1992 (simple just sales training and new product launch)

1998 (To build awareness of sales enablement in the commercial market)

2003 (First commercial use of a robust sales enablement solution)

2008 (Major focus of vendors, analysts and the technology industry)

2014 (Almost in every industry and vertical market)

SALES ENABLEMENT

OLD RULES CHANGE IN NEW RULES OF SALES ENABLEMENT

OLD RULES

Guarantee to a sales portal

Creating messages

Bringing in yet another sales process

Complex reporting requirements.

NEW RULES

Conversations that help customers

Discovering the messages

Providing salespeople with playbooks

Giving them tools and applications that

deliver real value

SALES ENABLEMENT

SIX BUSINESS GOALS OF SALES ENABLEMENT

• DEVELOP

• POSITION

• LOCATE

• ALIGN

• ENGAGE

• ASSEMBLE

Action is the

foundational key

to all success

Pablo Picasso

SALES ENABLEMENT

BENEFITS OF SALES ENABLEMENT

• Improvement of sales team performance and productivity

• Alignment of marketing, sales and operations

• Creation of processes/practices that streamline the flow of information

• Equipping your customer’s internal buyer champions to

• Gaining market share for new products/services more quickly

SALES ENABLEMENT

FOUR CORE COMPONENTS OF SALES ENABLEMENT

• Communications

• Education And Training

• Tool Development And Delivery

• And Measurement

SALES ENABLEMENT

BEST PRACTICES FOR SALES ENABLEMENT

•Make sure the sales team has a seat at the planning table

• The golden rule: it’s all about simplicity

•One size does not fit all: varying skills and approaches

require tiered enablement

SALES ENABLEMENT

ORGANIZATIONAL IMPACT

• Company size yes no don’t know

• Small (>$25m) 38% 52% 10%

• Medium ($26-$500m) 55% 37% 8%

• Large (<$500 m) 68% 25% 7%

• In terms of industries:

• 61% are in software/technology

• 53% are in manufacturing

• 44% are in financial services

• 31% are in media & publishers

• 50% are in telecommunications

• 57% are in healthcare

• 31% are in professional services

SALES ENABLEMENT

SALES ENABLEMENT TACTICS

• Sales enablement helps you gain insight into buyer motivations, and you can use

this information to increase awareness and build strong customer relationships.

Here are three sales enablement tactics that can help sales and marketing work

in tandem to sell more.

• Gaining insight

• Maintaining awareness

• Building a relationship

SALES ENABLEMENT

REFERENCES • Price, C. and Maida, K. (2014) “Sales enablement best practices, case studies & insights” demand

metric research corporation.

• Smith, D. A. And Haldeman, L. (2005) “Best practices for sales enablement” advice from the top, P:

157-P: 164.

• Fernandez , D. “ A managed approach to de l iver ing sa les enablement for B2B

t echnology vendors”, dec lare communicat ions WWW.DECLARE.Co.Uk

• Gerard, M. (2013) “IDC’s sales enablement” IDC executive advisory group.

WWW.idc.Com/salesadvisory

• Erns t , J . “The new rules of SALES ENABLEMENT” WWW.Thesalesenabler.Com

• http://www.Brainshark.Com/ideas-blog/2013/july/what-is-sales-enablement-3-

defintions.Aspx#sthash.8nlrjs4x.Dpuf

SALES ENABLEMENT

Any Question ?????????????????

SALES ENABLEMENT

Thank You