How the parts fit together
A methodology guides how people approach a sale. A process defines the stages and responsibilities. Enablement provides the material, training and tools that help people use both.
What the work can include
- Sales process and methodology.
- Value propositions and client-facing material.
- Playbooks and training resources.
- CRM requirements and useful management reports.
- Responsibilities for maintaining the material.
Planning the work
Review what the team uses now and where they lose time or lack support. Agree the priorities with sales, marketing and relevant service leaders. Test changes with users before extending them to the whole team.
Checking whether it helps
Look at adoption as well as sales results. Can people find the material? Does it answer their questions? Are CRM records and reports more useful? Use that feedback to improve the support.
Fees and timing
Fees are quoted after a discovery call. The proposal sets out the work, the people involved, the timing and the fee. Any ongoing support is agreed separately.
Questions about enablement
Do we need new software?
That depends on the gaps identified. Existing tools and content may be sufficient once they are organised around the process.
How is this different from a playbook?
A playbook documents the sales approach. Enablement can also include the tools, training and responsibilities needed to put it into practice.
Who should be involved?
The sales team and the people responsible for marketing, systems and service delivery should help define what is needed.