Kickstart Your Sales Engine

Learning Objectives 

After completing this unit, you’ll be able to:

• Describe sales enablement.
• Identify ways to improve adoption of sales enablement and technology.
• Share ways to personalize the enablement process for greater return on investment.

What Is Sales Enablement?

Simply put, sales enablement is the idea of providing sales reps with the right training, content, tools, and processes to sell effectively. Driving sales enablement success isn’t difficult—in fact, there are a few straightforward strategies that can make it a snap.

Metrics Are Everything

Successful sales enablement needs to be closely tied to outcomes. After all, what good is a roadmap without a destination? Identify a target metric that will have a significant business impact, then create training to help your reps directly reach that goal. 

Anticipate—and Overcome—Resistance

Of course, change can be tough. Salesforce Senior VP, Enablement Strategy Pallavi Jacobson said it best when she noted, “People don’t hate change—they hate being changed.” The key to effective sales enablement is to weave it into existing workflows and the tools reps already use everyday—which will lead to higher adoption and more everyday impact.

Let’s hear Pallavi discuss how we operate sales enablement at Salesforce, and why it’s important. She’ll also provide insight into overcoming resistance.

Key Timestamps

00:00 - Introduction

00:52 - What is Sales Enablement

02:09 - Tip #1 Outcome-based Enablement

04:14 - Tip #2 Integrate Enablement into the Rep Workflow

05:44 - Tip #3 Personalize Enablement in the Moments Reps Need it

Make It Personal

At Salesforce, we understand that personalization and customer-centricity is the future. But that doesn’t just go for customers. The tailored experiences each of us encounter every day should apply to sales enablement, as well. But not every business is supporting their sellers in the right way, which makes it difficult—and expensive—to efficiently generate revenue. Stay ahead of the competition by spotting important sales trends and providing 1:1 coaching for your reps. 

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