Is Your Startup Ready for Sales Enablement? Look Out for These Signs
Sales Enablement is the game changing role that can take an early stage sales team to the next level at hyper-speed, if done right.
Not every early stage organization needs a Sales Enablement person (or team), but at a certain point in their maturity, every Company does need Sales Enablement strategy.
So, how do you know you’re ready for Enablement support for your Sales team?
Here are five signs that your company is ready to invest in sales enablement help:
Sign #1: You have a small sales team and plan to expand in the coming 12 Months, but lack the resources or skills to onboard new employees effectively.
As you scale your sales team, you need to ensure that they have the necessary product and market knowledge, field resources, training, and tools to be effective. Sales enablement can help prepare your sales reps for success and ensure that they are all aligned and working towards the same goals with the same strategies that you know work.
Sales Enablement solutions for this challenge might look like:
➤ Sales Onboarding Programs
➤ Sales Content Management Process
➤ Sales Playbooks for Foundations
Sign #2: You have a few customers and a sense of your product-market-fit, but lack a way to scale messaging effectively across the Go-to-market teams.
Sales enablement can help you bring strong sales skills and best practices to your sales team. Once you have a few customers under your belt and a confident general understanding of your product-market-fit, you should start focusing on ramping up your sales efforts with training and field content to help sellers message value.
Sales Enablement solutions for this challenge might look like:
➤ Buyer Persona Messaging Guidebooks
➤ Sales Pitch Decks
➤ Sales Demo Training Programs
Sign #3: You need to accurately report on sales-led growth metrics to the Board, but lack the right sales data to do this.
As your company matures and shifts towards aggressive year-over-year revenue growth targets, you’ll need to be equipped on-demand with the most accurate sales data needed to make strategic decisions and present results to an Executive-level audience with confidence.
Sales Enablement solutions for this challenge might look like:
➤ Sales Process Map & Aligned CRM Implementation
➤ Customized Sales Dashboards & Reports
➤ Sales Forecasting Processes
Sign #4: Your sales team is overwhelmed with sales content and process creation, keeping them from focusing on their core responsibilities of selling.
Sales enablement can help ease this burden by providing sales reps with the resources they need to succeed and freeing up their time to focus on activities that create paying customers.
Sales Enablement solutions for this challenge might look like:
➤ Sales Email Copy & Cadences
➤ Content Templates for: Pitch Decks, Proposals, and more
➤ Defined go-to-market processes for project management
Sign #5: Your sales reps are specializing in certain areas of the sales cycle and need unique training, resources, and support to succeed in their area of focus.
As your sales reps start to specialize, it's important to provide them with the necessary training and resources to excel in their roles. Whether this means maturing your sales cycle to have functional distinctions (i.e. BDR vs AE) or by creating territories around Business Size or Industry focus, you’ll need to ensure all groups, with their unique objectives and challenges, are met.
Sales Enablement solutions for this challenge might look like:
➤ Industry Selling Playbooks
➤ Distinct Sales Processes for different markets
➤ Separate Training Programs for different selling groups
—
If you're facing any of the challenges mentioned above and currently lack Sales Enablement, it could be worth considering enlisting support. A skilled Enabler can help you optimize your sales process, boost your sales team's performance, and ultimately drive the revenue growth necessary for achieving predictable revenue and reaching your goals.
Looking for Sales Enablement support without the high-cost of new full-time staff?
Contact GTM Enabler for a free consultant!
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.