Derek Pando says, “A few years ago I started a new job where I was tasked with the sales enablement portion of a major product launch that was set to happen just a few months after my start date. Very quickly after starting my job I realized that the sales reps were in a state of panic. The reps did not know how the new product worked or how to sell it. The reps were reaching out to the support team, marketing and product team flooding them with questions. Each of these organization started having trouble working effectively because of the constant interruptions. Not only was this a drain on non-sales functions, but the sales team was not spending much time selling. This is not an isolated problem, on average only 24 percent of a sales rep’s time is spent selling.

Now that software companies’ updates now happening many times a year, it is difficult for a sales rep to stay on top of so many changes. A scalable sales enablement program can give more time back to your sales team and give them the knowledge they need to do their job well. Here are five tips to build a scalable sales enablement program.

1. Have one source of truth. The barrier to creating a repository of information in many companies these days is low. Any employee can often create a wiki page or google doc. Most employee’s intentions are good, but this will often make it so no one knows where to go for accurate information. Pick one place for your reps to go and stick to it”.

5 Tips to Build a Scalable B2B Sales Enablement Program

Business.com

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