Have you ever requested a training tool that’s been denied? Have you ever been in an organization where every failure is a sales enablement fault, but you never get enough resources to fix it? Or you bring up a concern or a complaint and later on you find out the concern wasn’t even communicated properly?
What I’m hoping to bring to you in this article is some practical tips and tricks for you to boost the credibility of sales training within your company. We need to get ourselves in a more practical, strategic role, rather than just a training role. It can’t just be all about theory, we’re here to boost productivity. So, let’s get started.
Here’s a breakdown of our main talking points:
- Why does sales enablement matter?
- The evolution of sales enablement.
- Proving the worth of sales enablement.
- Baseline metrics.
- ROI metrics.
- Building a reputation.
But first, here’s a little more background on myself…
I fell into sales enablement, and I’ll be honest, it's the greatest thing that’s ever happened to me. I was working at an accounting firm during tax season and I quickly realized I didn’t want to do accounting anymore.
At the end of tax season, I took my bonus and hitchhiked through Central America for four months! Shortly after coming back, I got an email from my university about a local company that was looking for international training interns. Someone was actually going to pay me to travel around - I couldn't turn that offer down.
I decided to take a shot at this. I started out at the bottom as an intern, and that was the start of my journey in sales enablement and sales training.
Why does sales enablement matter?
The truth is, I truly feel that sales enablement can have a higher impact on a company's revenue and growth than any sales ops role. You can change comp, for example, and that might try to motivate behavior, but if the reps don't know how to execute on it... it's pretty much useless.