Sales Enablement has been gaining some serious momentum over the last three or four years. Many early adopters recognized the need to prepare their sales teams and began leveraging the necessary principles, organizational strategies, and supporting technologies. All of this to better empower and enable their sales representatives to be more effective in the field.
But 2020 is shaping up to be the year when Sales Enablement and Sales Readiness go mainstream. We’re seeing dedicated sales enablement tracks being added to sales and marketing conferences. We’re talking to long-standing and established enterprises who, having seen the success of sales enablement at many technology companies, are establishing their own Sales Enablement teams. And we’re seeing companies of all shapes and sizes double down on the sales effectiveness programs incorporating sales readiness principles and as well as bringing the same concepts to other customer-facing teams.
In my blog posted on ATD’s site, I share five steps our colleagues in Learning and Development (L&D) can take to partner with Sales teams and make them field-ready to drive revenue, build brand value and deliver exceptional customer experiences. To my other point about organizations making their Sales teams ready through ongoing learning and skills development, organizations are leveraging coaching and virtual-role play to drive even more effective engagements.
MindTickle Strategic Customer Success Manager, Deepna Sarkar, will be presenting a session entitled Close the Knowledge-Skills Gap With Role Plays and Custom Scenarios.
Wednesday, 2/5: 2:10 PM – 2:40 PM WS201
Playground Demo Session
San Jose Convention Center
Room: Advance Stage, Playground, Grand Ballroom, Channel 1
According to SiriusDecisions, the top sales challenges for organizations today focus around understanding buyer needs and product knowledge. For example, 72 percent of sales reps are unable to connect offerings with buyer needs and challenges, and 69 percent are unable to differentiate offerings from competitors or status quo. Without enabling reps to practice messaging and develop sales skills, organizations impede the growth of their sales teams and, consequently, their top line. Join this session to learn more about how MindTickle enables reps in customer-facing roles to optimize and fine-tune their messaging and communication skills through virtual role play and sales scenarios.
We look forward to seeing you there!
For more information about how L&D can work with Sales for Readiness, check out this webinar with FedEx Office hosted by the Sales Management Association.