This guide will outline a structured, six-step process for creating an effective sales enablement plan.
The steps will be:
- Build a Sales Enablement Charter that clearly defines the program's mission, scope, and objectives, ensuring it is directly aligned with overall sales goals.
- Interview Sales Management and reps to understand their primary needs, pain points, and challenges.
- Define the Key Metrics that will be used to track the success of the program, such as rep quota attainment, win rates, and sales cycle length.
- Map all Sales Enablement Efforts, including content and training materials, to the specific stages of the buyer's journey.
- Get Buy-In from all key stakeholders, including sales, marketing, and executive leadership.
- Implement the plan and establish a process for ongoing monitoring, feedback, and iteration.