In a recent article by SalesHacker, MindTickle’s Manager of Enablement, Ashley Philipps, discusses what sales training and sales enablement have in common – and how successful sales enablement can get you ahead of the game.
The key takeaway? While sales training is ideally suited for onboarding new hires and getting them up to speed, sales training alone can’t help to move the revenue dial. In the article, she writes, “At the end of the day, sales training in and of itself is only a portion of the overall solution that an organization needs to be adopting.”
Ashley outlines what sales enablement is, as well as what it isn’t, and cites some important statistics from a recent Forrester tech sales report. This discussion brings to light just what exactly you and your organization should expect from a successful sales enablement initiative.
Among the many functionalities and tools sales enablement should deliver are an overview of reps’ competencies and capabilities, as well as rigorous alignment with business goals. Some questions a successful program will help you answer:
- What do my reps know?
- How are they talking about the company and the offering?
- How are they handling objections or concerns?
- Are they capable of creating an environment conducive to selling?
After reading this article, you’ll be a step closer to equip your team with the skills, behaviors, and knowledge they need to succeed today.