Don’t forget that your sales technology and processes are only valuable if your people use them.
It’s tempting to invest in sales technology and processes and forget that neither will work unless your people know how–and are motivated–to use them.
That’s where enablement comes in. Sales enablement means more than training; it includes all of the resources, information, tools, and training your sales team needs to execute with excellence.
This isn’t a “one and done” task. Enablement is an ongoing process, involving frequent updates, documentation, clear and evolving roles and responsibilities, refresher training, and a lot of two-way feedback.
When teams don’t invest enough in enablement, they often face problems like:
- Low adoption
If your team doesn’t know how to use your tools or processes, or they don’t know why they exist, then they won’t use them.
It’s not enough for a few people–or a few teams–to use your tools and processes. You can’t measure or scale workflows that are inconsistently adopted.
- Limited visibility
When your team isn’t using your sales execution platform, you have very limited visibility into what they’re doing and how they’re spending their time.
We empower revenue leaders to put the right people in the right seats, give them the knowledge and motivation they need, and scale the most successful strategies, tools, and processes.
Greaser helped a SAAS giant to grow their sales execution program by:
How does a sales enablement project work?
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“Greaser did a nice job outlining roles and responsibilities, defining what they were, defining gaps in headcount, and showing examples of other customers. We want to be a repeat customer. We found value in what you did, and we think you can help us in the future.”