sales enablement? Stop creating generic training programs and hoping for the best. To succeed in sales enablement, start by identifying a specific and measurable revenue goal, and then develop training that brings you closer to reaching it. Track progress as sellers change their behavior, and adapt and learn as you pave your way to efficient growth.
1. Choose your enablement goal
you already wake up thinking about it. What’s that one key performance indicator (kpi) that’s threatening the business?
Consider these metrics
Ramp time: this is how long it takes for new sales reps to onboard and reach full productivity. Reducing ramp time is critical to keeping your sales productivity opens in a new windowhigh, even when experienced sales reps quit — taking all of their knowledge with them.
Win rate: this is the percentage of won deals in your pipeline. A high win rate means your sales reps are good at closing. A low win rate means too many of your deals evaporate into thin air.
Deal size: this is the average value of all deals closed. It might america phone number list sound obvious that if you want more revenue, you should sell bigger deals. But often, companies don’t train sellers on how to increase deal size, whether it’s by matching customers with more expensive products or selling add-ons, upsells, and bundles.
Sales cycle length: this is how long it takes your sellers to turn a cold lead into a red-hot deal. Shortening your sales cycles is critical for driving efficiency and productivity. You want your sales reps closing more deals, faster.
Once you’ve identified the sales kpi you want to change, define a target goal. For example, if deal size is a problem, you might want to increase the average deal amount by 20% that quarter.
Define the behavior change you need
once you have a goal, think about the seller behaviors best source for afghanistan mobile number leads that affect it. Using the example above, if your goal is to increase the average deal amount by 20%, then you could look at the biggest deals you’ve sold and examine the sales conversations that led up to them.
A sales call analysis tool can be pretty helpful here since it allows you to see conversation details, like how often certain keywords are used and in what context.
For example, you might learn that your biggest deals happen it numbers when sales reps sell on value rather than on price. To train your sellers to stop hammering on costs so much, you might set a goal to make 20% fewer sales calls this quarter that mention discounting.