The Next Big Opportunity for Sales Enablement: Sales Engineers

Ryan Pimlott on January 9, 2018

If you’re looking for a quick win in your sales enablement programs then look no further than your sales engineering team. One of the most overlooked roles in sales enablement is that of the sales engineer, also known as technical sales, pre-sales or sales consultant. While 94.3% of businesses focus their sales enablement initiatives on frontline salespeople and account managers, only 45.9% shine light on their sales engineers, yet they play a crucial role in the sales process.

Sales-Engineer-enablementSales engineers often require more enablement than reps by virtue of the highly technical nature of their role. They not only need to know everything about their product, competitors, verticals, and industry, but sales engineers must also understand how to apply this information to different use cases and differentiate your product from that of your competitors. Sales engineers touch almost every part of the sales process and play a significant role in proving the success of your product to potential customers.
Sales engineer enablement

The sales engineer is the resident product expert in a sales call – a situation that can be highly stressful even for the most competent professional. They bring together the knowledge of how existing customers use your product, usually learned from the customer success team, with the sales teams understanding of the customer, their pain points, and needs. Essentially, sales engineers need to have the knowledge that both sales and customer success teams have, along with the detailed specifications of your product. As a consultant, they provide the deep knowledge that helps customers see why they should choose your product and be able to demonstrate it.

Their role covers not only initial sales conversations but also customized demonstrations and proof of concepts. It’s the sales engineer who sets up sandboxes and pilots so that customers can trial your product and see their specific use cases in action. This process of proof of concept can take a sales engineer anywhere from one week to six months to complete.

Some businesses have acknowledged the key role that sales engineers play. Symantec designed and implemented a comprehensive enablement program targeted specifically to the sales engineers and they believe well-enabled sales engineers make their pipeline bulletproof.  This is the exception rather than the rule and speaks to the value Symantec have placed on the role of the sales engineer in their focus on customer success. Many companies simply arm sales engineers with the same information that they give their sales reps or customer success teams. While this is a start, it rarely provides them with all the information they need, nor the depth of knowledge required, to complete their role effectively.

Some areas that sales engineers need to be enabled include:

  • Detailed product knowledge that incorporates technical specifications
  • Customer use cases
  • The product roadmap and future releases
  • The RFP process and what security documents are required for different verticals and industries
  • Up to date information on competitor products and industry updates
  • The ability to dive deeper into specific pain points and requirements
  • How to conduct a technical demonstration and manage trials and proof of concepts
  • Each aspect of the sales process including who is involved and understanding when they are required

Given how critical sales engineers are in turning an opportunity into a customer, it’s surprising that more businesses have not focused on enabling their knowledge and needs. Businesses that do this now can achieve a competitive advantage that is almost guaranteed to help them close more deals faster.

How have you enabled your sales engineers?

In Conversation with Mark Tefakis of Fuze

Shrimithran R on December 11, 2017

MARK-TEFAKIS_sales enablement_fuzeThis post is based on a webinar where Mark Tefakis, VP of Global Enablement at Fuze, shares the key pillars of successful sales enablement and how to show its ROI to your leadership.
Fuze is an award-winning “cloud-based unified communication platform that addresses complexities around the modern workforce with the ability to work in a way that drives efficiency and effectiveness for the growth and profitability metrics companies need,” explains Mark. “Founded in 2006, we’re headquartered in Boston and have offices throughout Europe, into Australia, Latin America, and Asia Pacific.”

The evolution and need for sales enablement

“Sales Enablement centered around training and development initially and expanded into how you fully enable the sales organization,” Mark continued. “A lot of CSOs are being challenged with having a constant pulse on the business, to be able to report on where they are today, where they’re going tomorrow, and knowing the lead and lag indicators so they can be responsive to the demands of the business. The discipline of sales enablement is a foundational set of processes and standards that help the CSO address that pressure and scrutiny. This foundation includes time to ramp (TTR) [onboarding], ongoing enablement [to increase productivity], and [preventing] unplanned churn.”

The five pillars of sales enablement

Mark developed the concept of the five pillars of sales enablement through his experience in sales and sales leadership. They are:

  1. Organizational alignment: “Before you get started you have to understand the dynamics around the organizational alignment. Do you have governance and some process in place where everybody understands the vision, strategies, initiatives, scorecards, and metrics that you’re putting in place to drive the success of the program? That’s critically important,” explained Mark.
  2. Role-based certification: Most sales organizations have several different roles that vary by company and industry. Role-based certification involves identifying the competency model tied to the skills and knowledge associated with each role. As you look through the motion of each role, what is the thing reps need to know, say, show, and do as they manage the day-in-a-life of performing against the expectations of the role? Next, turn it into a curriculum and how you want to train, develop, and evaluate the performance of these roles. There are three levels that comprise this certification model:
    1. Lecture and test the retention of knowledge;
    2. Exercise and application, transitioning from understanding a concept into applying and exercising the skill tied to that concept prior to going out into the field; and
    3. Managers evaluateperformance in the field and coach.
  3. Enablement on demand: “Leverage technology to streamline how effectively you execute against the things that are defined in the role-based competency model. There’s no need for heavy dependency on instructor-led training or virtual training when there are technology and applications that allow you to better drive efficiency and effectiveness, plus scale better for the organization within a proper cost model,” explains Mark. “Leverage technology as part of this foundational layer and put the power in the palm of the hand of the individual. Do this within cloud-based applications, with integration into CRM, where you can tie learning and sales supporting assets to a specific sales scenario, prescribing assets and learning based on that scenario. Also building in some gamification to drive contest around how people learn is really compelling. I would encourage you to think about enablement on demand,” he continues.
  4. Predictive analytics: “It’s one thing to look at reports and reference a dashboard of things that happened in the past. It’s another to look through the windshield, at the road ahead, and predictively be able to tell where your business is going. If you establish the right lead and lag metrics, supporting technology can show when individuals in your sales organization are heading for disaster. You can then start to prescribe specific learning to get them over that hurdle so they can start to perform much better,” suggests Mark.
  5. Sales advisory boards (a.k.a. voice of the customer): “If you don’t establish champions and have a feedback loop from the sales organization, you will battle some apprehensive people while you’re pushing programs out. This is a mechanism for you to be able to gather insight and feedback in a structured fashion. Sales can contribute to the design and development of your initiatives through localized champions who can support and help drive adoption,” he explains.

“With the five pillars of successful sales enablement,” Mark explained, “we’re leveraging really interesting technology to help do this so you can scale with the demands of the business. You’re not asking the CFO for a ton of bodies, you’re actually leveraging the power of technology, and better equipping and enabling the field based on the power in the palm of your hand, which ties back to the center pillar of enabling on demand.”

How sales enablement works at Fuze

“First and foremost is sales methodology. Whether you do it internally or you leverage an external partner, you have to start there because that is the foundation that drives the rest of the bubbles to the right,” Mark continued.
“Once you have that in place, you then start to think in terms of how to establish a best practice approach to outreach and engagement to the marketplace. We use Mindtickle for our learning management system and recently launched it to our global sales organization. We use Savo for our content management system and a combination of both Mindtickle and Savo to help us with ‘voice of the customer’ and engagement with the field.  This gives us the pulse of what’s going on,” explains Mark.
“All of these equate to very effective sales productivity based on the pillars and the underlying enablement technology that you can put in place.”

In Conversation with Dabur on Sales Effectiveness

Shrimithran R on June 13, 2017

This post is based on an interview with Chirag Singh, Sales Capability Development Manager at Dabur. You can listen to the podcast here.

Dabur is the world’s largest Ayurvedic and natural healthcare company.  With over 2,000 sales reps Dabur has certainly had its challenges finding the best way to train and coach its salespeople working in different geographical regions. Chirag Singh who leads the sales capability development function at Dabur talk to us about how this FMCG giant enabled their sales team, regardless of their location.

Their sales organization structure has many levels

FMCG sales reps require specific skills

Sales in the FMCG space is very different to B2B sales. Sales reps require very different skill sets to deal with the unique challenges of their business model, where they deal with a range of distributors from large chains to mom and pop stores.

Apart from the typical negotiations, conflict management, and partner management skills, it’s important to drive process adherence. Coaching focuses not only on team handling and negotiations skills but also basic analytical skills. This helps identify whether sales reps are able to interpret data as expected.

Prioritizing sales readiness initiatives was crucial

It was important for Dabur to create a strategy for their initiatives that focused on the skill sets that their reps needed to improve. To achieve this, prioritizing their initiatives was crucial, particularly when you consider the size of their team. To improve the sales effectiveness of their team Dabur implemented several initiatives.

“The most important initiative, and one of the most basic is to standardize the onboarding process for all new hires in the sales team. Dabur is a large and diverse organization so it is even more important to have a standard onboarding system in place.  We use Mindtickle to provide us with visibility on the learning curve of every new hire in the sales team,” explains Singh.

Dabur also had a long-term vision for their digital sales readiness initiatives that extended beyond sales onboarding.

“Another thing that is really helping us is the creation of a knowledge bank. This is a repository of all sales processes and sales related collaterals. Since the Mindtickle platform is online and agile, it is much easier for us to add and update modules as and when there is a change in our process. It’s been about 8 months since we started and this has now become a part of our daily work,” continues Singh.

Managers have visibility into every sales rep’s progress

“Using a platform like Mindtickle gives us visibility into what skills each rep needs to improve. That is the greatest benefit we’ve obtained from this initiative. Improvement takes time, for some individuals it can take a few weeks, and for some, it can take a few months. It really depends on the kind of work assigned to them,”  explains Singh.

Dabur’s initiatives also help them identify and fix their rep’s knowledge gaps. They have implemented a manager led feedback system that has been essential to their sales transformation program.
“Mindtickle allows us to track the coaching tasks given to each sales rep after the fact. We then involve the manager, using a feedback mechanism, to review the improvement in their reps’ performance and actually give them feedback. This process is really helping us drive effectiveness and improve our performance,” explains Singh.

By leveraging technology Dabur has automated and simplified its sales process. At the same time, they have brought their sales team much closer towards their end goal of achieving best-in-class sales effectiveness.

Boost your sales efficiency!

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In conversation with Jeremy Powers on Sales Enablement at MongoDB

Abhinav Guru on December 5, 2016

MongoDB sales enablementThis post is based on a podcast on MongoDB’s formula for sales enablement success. You can listen to the entire podcast

here

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MongoDB is the database for giant ideas. It offers the best features of traditional databases while providing the flexibility, scale, and performance that modern applications require. It is known for helping its customers gain a competitive advantage by leveraging information and technology. It helps customers reduce their risk for mission-critical deployments and accelerates their time to value, enabling them to bring new and interesting apps to market faster. It also dramatically reduces the total cost of ownership across an organization by harnessing the innovations of the NoSQL world and maintaining the core tenets of relational databases.

The company is expanding globally and hiring new sales staff to keep up with its phenomenal growth trajectory. It is seeking more enterprise-ready salespeople to help more organizations leverage their product to scale faster and achieve success.

Maintaining sales effectiveness is a challenge

The key challenge MongoDB faces as it scales is maintaining the effectiveness of its sales team,

“We have to have a very effective onboarding program and support sales to be more effective, be more productive. That’s the main goal and that’s our focus,”

outlines Jeremy Powers who heads up Sales Enablement for the company.

“The goal is to provide the sales team with an in-depth understanding of the industry, our customers, our technology and our solution sets. We then build upon that baseline and knowledge to equip our reps to consistently qualify for opportunities and getting and setting great meetings with the right people. Then ultimately prepare them to engage in highly effective, highly valuable conversations with prospects.  Ultimately we want to arm our sales team to not only differentiate themselves based on what we sell but also based on how they sell and how they interact with the customer. We want to provide an environment through our onboarding program where they can practice these things and really receive feedback, valuable feedback as part of the process,”

explains Powers.

Onboarding, advanced training, and analytics are key to sales effectiveness

MongoDB has taken a three-pronged approach that leverages technology to maintain and improve the sales effectiveness of its sales team.

Onboarding sets the baseline

MongoDB has established a 30, 60 and 90-day onboarding program. In their first month, new hires attend a week-long boot camp. Prior to attending the Bootcamp the new hires use Mindtickle to read up on pre-work so they have a baseline knowledge before attending in-person training.

“We have tried to put participants in the best possible position to succeed and get the most out of the training, the pre-work really provides a great foundation upon which they can build,”

explains Powers.

“It introduces new folks to all kinds of things: the industry, our customers, what we sell and how we sell it. It’s a very comprehensive program that also allows them to do missions that are really effective and provides an opportunity for sales reps to really try things on, have them record themselves delivering a customer success story or proof points.”

Mindtickle is then leveraged to deliver follow-up courses and advanced training, along with new product releases and information to keep sellers up to date.

Advanced sales training brings in real-world learnings

Everyone undertakes advanced sales training within their first 6 months. This is a three-day comprehensive deep dive that builds on their onboarding and learnings from the real world. This boot camp style training is delivered by a cross-functional group that includes executives, sales leaders, product marketing and the sales enablement team.

“We’ve really made the choice, as a company, to make a significant investment in our time and our resources, in order to provide a great development opportunity for our sales team. In fact, we ran the numbers on this and we spent over 6 times the industry average on developing our sellers and that is something we are really proud of,”

explains Powers.

Mindtickle is leveraged again in the advanced training to deliver relevant content, conduct missions and deliver feedback to management and the sales enablement team.

Accountability and constant evaluation keep the team on track

To help keep reps accountable MongoDB leverages Mindtickle’s functionality.

“We really believe in setting clear expectations and a standard of accountability and this like anything else really starts with the sales leaders. We refer to it as leading from the front,”

explains Powers.

“When we look at performance to really evaluate how can we move the needle with specific sales teams and sales reps, objectively we have been able to gauge the degree to which folks really understand and complete the pre-work and quizzes through Mindtickle. We can leverage things called missions in which we have reps record themselves delivering customer success stories that they learn or delivering a standard pitch. Accessibility to items like abaya vaate on garazastyle.fi crucial, mirroring the necessity for specific tools in diverse practices. We get feedback and managers can also see how someone’s tracking.”

“In Bootcamp we have an entrance exam to kick things off and the much anticipated final exam towards the end of the week. These things give us a really good sense of, Is this sinking in? Is it sticking?”

explains Powers.

“There is a feedback mechanism that we have in place to capture all this data and anecdotal stuff as well, and then feed that into the follow-up process. In terms of adoption and reinforcement, we leverage Mindtickle in a spaced learning concept keeping the contents and concepts top of mind.”

New hire ramp-up time has reduced from 11 to 5 months

This comprehensive program has really started to deliver results for MongoDB, allowing them to reduce their ramp-up time for new hires from over 11 months to just 5 months.

“I think the thing that really set us apart is being able to identify where people are struggling, giving them the support they need, and keeping things recent and relevant. Staying up with new things, new and interesting and great things that we are releasing in the product that address more and more customer problems. Helping them to achieve business outcomes and really being able to attach to that and enable reps to have great conversations. We really find that this process dramatically improved our onboarding,”

explains Powers.

By using the data within Mindtickle MongoDB has been able to provide data to its managers that give them the ability to really focus in on how to improve the effectiveness of each individual rep.

“The great part about it [Mindtickle] is that we are able to take all the data points like the exams and the minor feedbacks from the final presentations and really give managers some great direction. Hey what are the key things that you need to focus on, where are the knowledge gaps, and really equipping and arming them to have a great targeted approach in how they coach and develop their teams,”

explains Powers.

How to Convert Your Training Presentations Into Awesome Videos

Rahul Rao on February 27, 2016

how to make great videos
You can create interactive videos to engage your learners at a whole new level. In the age of interactive and gamified learning, the one obstacle Learning & Development teams face is the ability to convert the existing text-heavy content into an interactive video. The charge to hire professionals to make great videos is quite high and one does not always have the budget for these video professionals.

What if you could quickly create your own videos, right from your desktop? Surprised? Well, don’t be! Even you can create interactive videos which are short, crisp, to the point, and engage your learners at a whole new level. And guess what? There are many basic tools which are easily available on the internet that allow you to make great videos!

Let’s step through the process of creating a learning video of your existing presentation, with the help of these tools.

The Planning Stage

It is absolutely vital that you plan your conversion process first. This would help you avoid unnecessary “outtakes” and prevent you from pulling your hair out.

To get started, make sure you:

  1. Break down the content into small presentations which cover all the topics. Make sure each topic is a bite-sized one so that you don’t overwhelm your learners.
  2. Remember to use animations to strengthen your presentation. These will be very useful to focus your learner’s attention, something that you might have relied on a trainer to do in a classroom setting.
  3. Identify how you can test each topic at the end of the videos and also give them further material to explore. This will ensure that your learners’ interest is kept high even after the lesson has ended
  4. Prepare a script for the voice over that you will record when running the slideshow. You need to have a plan about what to talk about on each slide. It is as good as giving a live presentation in a training session. Make sure the narrative is as interactive as possible. Keeping it casual and having a sense of humor in the script is the way to go.
  5. Keep the video script short and crisp. A learner’s attention span is usually around 3 to 4 minutes, which is why the ideal length of a learning video should not be more than that.

Here is a sample plan for the narrative for a screencast to search for a product on Google.

Make great videos

The Execution Stage

Once you have the topic presentation ready, then starts the fun part! Download a screen recording tool

use camtasia to make great videos

The tool that we recommend (and use internally) is Camtasia. It has extensive features but is also extremely user-friendly. Camtasia even adds a plug into your MS Office PowerPoint, from which you can record your presentations with a single click. In case you do not like Camtasia, there are lots of screen recorders that can be found on the internet which include:

Download any one of the above, which will enable you to record your screen when you are running a presentation.

Record the Video:

To start recording the video, you will have to use the screen recording tool. Prior to recording, make sure you have adjusted the settings according to your requirements. This will save you a lot of headaches if in case something goes wrong!

adjust camtasia recorder to make great videos

Once you are ready with the settings, click the Record button and start the presentation.

Voice During Recording

A very common beginner’s’ mistake during recording videos is that we forget to pay attention to our own energy levels. During a classroom training, the trainers also feed off the energy of the learners, and hence it creates an energetic, interactive experience. But while recording a video, the trainer does not have the energy of the classroom to feed off of. Due to this, even his energy levels drop while recording. This is the surest way to create extremely boring videos.

There are many ways to avoid having low energy during the recording session. Some people have found coffee or energy drinks to be useful, whereas others might resort to standing during the sessions or even jumping up and down in between the recording to maintain their high energy levels.

Important tip: Voice modulation can be the most versatile tool you have while recording a video, to bring emphasis to certain points. Try to use this to your advantage! Even minor fluctuations can be very effective.

Put on the Editor’s Hat:

Now that you have finished recording the video, it’s time to wear the editor’s hat! No movie is recorded in a single shot. You do not want the video to be incomplete or miss its crispness. Let’s add some make-up before it goes live!

  • In Camtasia, once you are done with the recording, the first step is to set the video output resolution. For web purposes, the best practice is to use the dimensions of 1280 x 720 pixels. If you do not select this and choose a setting which is lesser, the video that will be generated will not be ideal for full-screen playback on today’s screens. This means that your text and images might be too small for the learner to read and comprehend.
  • A simple timeline with the recording tool allows you to edit the video. In case you are not happy with the current recording, you can go back and record only those parts and merge it to the current timeline.
  • In the editor, you can very easily trim the video, cut it, increase the voice pitch for certain sections, and even zoom into the video while explaining the important parts. These (and a host of other more powerful features) really put the finishing touches on your video.

The Publishing Stage

Now comes the time to cut, save, and call it a day!

Once you have edited the video, the last step is to save the file in the format most preferred by you. If you any text in your presentations, then the ideal output for the video is the HD option which gives you a high-quality output. However, this does create quite large video files. Hence, if you wish to lower your bandwidth costs, then you could go in for a lesser resolution format. But do make sure that the text in the video is readable for your learners!

Run the video past your teammates or users and collect feedback. Use the feedback when creating the next video!

Congratulations! You just recorded a video with no help from professional video makers. The number of people using this method to record videos is increasing by the day. Though we just focused on making videos through screen recordings, the other popular forms are getting a cam recorder and record the demonstration of you presenting on stage or on a blackboard. Once recorded, you can edit the video with the help of your favorite recording tool.

We certainly hope that you will be creating a lot more videos from your presentations now, and join the brigade of L&D professionals who are using video regularly in their courses.

How do you record your videos? Do you have any tips or tricks that you can share with our community? Do share with us in the comments below!


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