Sales enablement is the process of providing the sales org with the tools that enable sales professionals to sell more effectively and efficiently. The foundation of sales enablement is to provide sales people with what they need to successfully engage the buyer throughout the buying process.
A good analogy is, you’re the GM of a MLB baseball team and you go out and sign Mike Trout to be your starting center fielder. Great! Then you send Mike Trout up to his first at bat without an actual bat. Silly, sure. But what is the difference between recruiting a new sales rep, an A player, and you send them up to the plate without a bat? There’s no difference.
The basics:
Laptop – I cannot believe I have to type this one.
Email, Calendar, Calendar sharing tool, such as Chilipiper or Calendly.
Some formal on-boarding – even if this is walking them around and introducing them to everyone, have lunch brought in and do intro’s, something. Making sure other sales reps invite them to calls to listen in. This is overlooked many times. Companies think they’re not big enough to have a training program, really? With that attitude, you’ll never be big! At the least, have a Google sheet as a checklist to ensure consistency and new sales hires are getting some love out of the gate.
CRM Access – Salesforce.com – Hubspot – Zoho
Territory list or isolated view in CRM – different companies have different structures and that’s ok. But you need something. Don’t hire a sales rep and tell them have it, the world is your territory. You need to provide direction and focus. This could be named accounts, geographically, vertical, etc.
Access to Sales and Marketing shared drive containing all presentations, proposals, scripts, and follow up email samples. If you do not have a centralized place for this content, you will need one, and fast!
Conference Call – Dial In
Screen-sharing tool – Zoom – Clearslide – Goto Meeting