Sales Enablement in 5 steps

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Imagine this scene illustrated by Abraham Lincoln.

You need to cut down a tree in six hours.

There's no point in having a dull axe. Just as there's no point in having the best axe in the world (not even a Samurai-Max) and not knowing how to use it.

Therefore, to carry out any task you need to have knowledge of the process, know how to use it and have the right tools to be efficient.


And that’s why today we’re going to talk about Sales Enablement.

What is Sales Enablement
As we have already mentioned in another post Qatar telegram data here on the Blog , the sales process is constantly evolving. And salespeople need to be too! There are new tools, resources and knowledge that need to be constantly acquired.

Sales Enablement has been growing increasingly in the commercial context . It creates a productive and efficient ecosystem within the company. It also enables and aligns the corporate teams involved in the sales process (mainly marketing and sales) so that they work in harmony and achieve high performance.

1- Hiring
Every successful company is made up of good professionals. Therefore, the secret is to make the right choices from the very first step.

Firstly, it is essential that the functions of the open position are well defined. Based on this definition, the company must inform recruiters of the necessary and desired characteristics of the professional.

During the hiring process, the company or HR department must carry out some simulations of the day-to-day activities that the person will perform to analyze their skills for future roles.

It is also interesting to maintain the same interview pattern to create a critical analysis in the same way for all candidates.

Furthermore, it is very important to hire proactive and coachable people, so that they receive new teachings and training well, and thus can form a high-performance team.

2- Onboarding
The hiring process occurs for both the company and the employee. Therefore, there are mutual expectations that must be aligned. This process can be done through Onboarding and is very important for structuring a high-performance team. Optimizing this stage is one of the characteristics of Sales Enablement.

Resultados Digitais stated that “a well-done onboarding process can generate 30% more results in one year. In other words, your team would deliver in 9 months what a team without this type of structure would deliver in 12. Furthermore, a solid foundation accelerates the salesperson’s results and, in general, they reach a full quota in 3-4 months, while a salesperson without onboarding generally takes 6 to 8 months to achieve the same result.”

In Portuguese, the term Onboarding means onboarding. And its function is exactly that: to bring someone into the company.

Therefore, this process is a period of immersion in the corporate culture and the role that will be performed by the new employee.

At this stage, it is important to ensure that the new team member gets into your routine as quickly as possible. Therefore, the initial weeks should have a routine that is as similar as possible to what he or she will do in the company in the long term. The new hire should have as much contact with your activities as possible.

Another fundamental element in Onboarding is the points of contact. It is important to keep in mind that the new employee is in a different place, with new processes and activities. Therefore, the manager must be available to hold meetings and answer questions from new employees.

Playbook
A good tool to use in Onboarding is the playbook.

A playbook is a document that contains a step-by-step guide to a company's sales process and aims to guide the actions of professionals in the area at each stage of the funnel. Through it, salespeople and other employees can read in detail what they should do in their roles.

A playbook should contain:

– Company mission, vision and values;
– Detailed description of the processes carried out;
– Relationship between teams from different areas, such as marketing and sales;
– Techniques and standards for approaching customers;
– Metrics and KPIs.

3- Train your team;
Detailed training is essential for a team to achieve high performance. It should begin during the onboarding process, when new members of the company will first learn about their roles. These people should be trained in theory and practice, so that all the teachings become routine.