Sales engagement is an essential part of a revenue operations process, but many teams experience a failure to launch.
Here’s what’s happening:
Buyer expectations have changed, and revenue teams are playing catch up.
Teams are moving to a revenue operations model because it drives the shared goals and processes they need to reach ambitious revenue targets.
Sales engagement is an essential part of a revenue operations model because it aligns operations, sales, marketing, success, and product behind key go-to-market initiatives.
This model prioritizes the customer experience as they move through your sales funnel.
But it’s not as easy as flipping a switch.
Teams new to sales engagement make the mistake of:
- Treating sales engagement like a project rather than a program that requires ongoing management and continuous improvement.
- Not including the appropriate stakeholders in key decision making processes.
- Failing to adequately capture the business value in an effective sales engagement strategy in order to secure funding for it.
A sales engagement program requires:
- A plan for tech implementation and optimization
- Messaging that aligns all departments
- Ongoing training that involves managers and end users
- A comprehensive change management strategy at a leadership level
Feeling stuck with your own sales engagement program?
How We Help
1. Sales Technology
Your growing revenue org needs a plan for implementing and optimizing your technology. But if you’re like many busy teams, this is one aspect of someone’s role rather than a central focus.
The Sales Engagement Platform is the center of the universe for a sales engagement program, but it’s not the only tool we consider.
2. Messaging Strategy
Your offering doesn’t sell itself. Your messaging sells it.
But as many teams transition to a revenue operations model, they want a pathway to connect sales and marketing for a more effective engagement strategy.
3. Sales Enablement
Your revenue org moves quickly.
An agile enablement program iterates at the pace of that change, equipping sales reps to adopt the latest and greatest resources, tools, and messages.
Without it, reps are left behind, leading to low adoption rates, unclear metrics, inconsistent processes, and unpredictability.
4. Change Management
The revenue operations model is quickly becoming the norm, but getting there isn’t always a smooth ride.
It’s no small task to align stakeholders from sales, marketing, operations, and product.
But that’s exactly what an effective sales engagement program does.
Want to see if a sales engagement strategy can help you reach your revenue goals?
We’d be happy to talk to you.
