Choosing the Right Sales Enablement Consultant: Comprehensive Checklist

In today's fast-paced and competitive market, Sales Enablement is a crucial component for any organization looking to achieve its revenue goals. A Sales Enablement consultant can make a significant difference in a short time, whether it's enhancing and accelerating the outcomes of in-house enablement teams or providing strategic clarity to newer sales organizations that are still defining their best practices.

However, finding the right Sales Enablement consultant can be a daunting task. Not all consultants have the same level of expertise and experience, and choosing the wrong one can lead to lost revenue and wasted resources.

So, what should you look for when hiring a GOOD Sales Enablement consultant? 

Below are ten things to consider when looking for a good Sales Enablement consultant and how to verify that they have this skill:

Your consultant should…

1. Be an effective seller.
   They should be able to conduct effective Discovery during consultations and deliver high-quality presentations that engage and convert their own prospects into paying clients.

2. Be able to customize their solutions to meet your company's unique needs.
   They should have specific examples of how they’ve worked with different clients in the past to adapt solutions and final deliverables holistically to their unique business model and product offering to achieve revenue success.

3. Be able to clearly differentiate themselves from other consultants in the space.
   They should be able to confidently explain their unique approach to projects, share demonstrable customer success stories, and provide irrefutable proof of their world-class expertise in the areas that matter most to your business. 

4. Have a proven track record of happy customers.
   Always check verified online reviews, and ask for case studies to see how they have helped other organizations achieve their similar sales goals. Be weary of consultants that won’t share client names and seem to have few stories to share.

5. Be willing to show you relevant sample client work.
   Ask to see samples of completed work during a consultation and assess the consultants role in creating the asset to determine if they are truly the expert you need to see results that matter.

6. Be able to collaborate across many different go-to-market functions and roles.
   They should have specific examples of experience to share of working collaboratively on projects across many different teams and stakeholders, including those in Sales, Marketing, Operations, Product, and Customer Success.

7. Be unbiased and not hold ties to vendors via paid partnerships.
   They should provide objective advice to help you achieve your sales goals with whatever tooling or frameworks that best suit your desired outcomes. To ensure a fit for your business, directly ask them about their experiences with your current and desired tech stack and/or methodologies.

8. Offer full-service Sales Enablement from strategy to execution.
   They should be just as much of an executioner and builder of deliverables as they are a strategist. To verify this skill, ask about their process to deliver a project and how they approach identifying needs, proposing solutions, and delivering on outcomes. 

9. Be an effective relationship builder and project manager.
   They should be able to build internal relationships quickly within your business and project manage complex projects without much oversight. To validate this ability, ask for their approach to managing project stakeholders, timelines, and communications while in development.

10. Be creative and bold.
    They should be able to share a client success story of a time they strategically pushed the envelope, thought outside the box, and/or effectively communicated alternative solutions that the business needed to optimize outcomes and drive better decisions, even if that meant challenging commonly held stakeholder ideas. 

Finding the right Sales Enablement consultant can be a daunting task. However, by keeping these ten things in mind, you can find a consultant who can truly help you achieve your sales goals and drive growth for your organization.

Looking for a Consultant that checks all the boxes above? Contact GTM Enabler for a free consultation today. Let us prove it too you!

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GTM Enabler provides emerging B2B software companies with highly customized Revenue Enablement services, covering: strategy, content, training, and more. With GTM Enabler's expertise, clients experience increased win rates, shorter sales cycles, and better go-to-market operations. Choose GTM Enabler as your trusted partner for accelerated business growth.