What is Sales Enablement for Sales Leaders? It is getting the sales force ready to deliver the new product revenue quota. It designs a sales strategy specific to a new product launch. By implementing a sales readiness strategy, the sales force can successfully sell new products and enter new markets.
B2B companies on average spend 12% of their revenue on research and development. Doesn’t Sales Enablement make sense to guarantee success?
It is often the case that sales and marketing are in silos and not strategically aligned. As a sales leader, you need to know the product roadmap. What’s coming down the pipe? How do you prepare your team so that when you get your new product quota, it’s not a death sentence?
A way to bridge this is to explore how companies approach the complete cycle of a new product, from development through marketing and into sales. The result is developing a process the organization can execute, which produces a dramatic improvement in sales results.
SBI's Sales Enablement Process Has 3 Objectives:
- Deliver the new product revenue quota
- Hit the short-term revenue goal while moving to the new product.
- Get to reference-ability quickly (land big accounts to act as references)