Sales Enablement: Unraveling the Gordian Knot of Sales


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Sales enablement is a term that is too often ill-defined and misunderstood. This causes confusion in the sales ranks, resulting in lower win rates and wasted resources. This week, I sit down with Mike Drapeau, partner at SBI, and Kevin Avery, Senior Consultant at SBI. Mike and Kevin debate how to have a deeper understanding of sales enablement. They will discuss its importance, and why it’s more than just a constant flow of “new and improved” sales training programs.

During the episode, Mike and Kevin will discuss:

  • The role of sales training in organizations, and how to find the right type and frequency.
  • How to put together a well-organized and successful sales enablement program.
  • Why those in charge of sales coaching should rethink their content strategy.
  • How the sales enablement team should be organized.

We’ll also explain why sales enablement must be connected to your sales, marketing and product strategies. This strategic alignment will prevent you from creating programs that never get used in the field. Mike and Kevin will debate the best steps to take to move toward strategic alignment.

Sales enablement is critical to your organization’s success. Your sales team must be able to move an opportunity forward. Enabling them to do this better and faster is too important to overlook. Listen to our debate on sales enablement in order to get it right. We’ll tell you how to avoid the common pitfalls, and enable your sales team to hit their revenue goals.

Republished with author's permission from original post.

Christina Dieckmeyer
Christina Dieckmeyer serves as the Director of Marketing at Sales Benchmark Index (SBI), a professional services firm focused exclusively on sales force effectiveness. Christina uses marketing best practices and benchmarks to help SBI and their clients companies accelerate their rate of revenue growth. She is data driven, and focuses on execution based marketing strategies.


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