Sales cycles have become more and more complex. Consider the following statistics:
- 17 meaningful interactions occur between B2B before the sale is completed
- 11 individual stakeholders are involved in the B2B sales process
- 2 out of 3 potential buyers prefer human interaction to conclude a sales
- 83% of potential buyers expect sales teams to be informed about their business, markets, competitors and challenges
Many organisations are approaching sales as a team endeavour — one which several critical stakeholders assist to conclude the sale.
Having talented sales people is critical to your success, but closing new business today involves so much more than just the sales person; there is marketing, product management, project management, procurement, and legal, to name but a few other important role players in the sales process.
Evaluating Sales Operations and Sales Enablement is vital for sales success and your company's bottom line.
“Sales success comes from the right balance between quality human interaction and the appropriate use of supplemental tools.” - Deb Calvert
Sales Operations Versus Sales Enablement
The primary purpose of Sales Enablement is to equip sales people with training, coaching, processes, practices, and tools needed throughout the entire sales process.
Ensuring that each sales person has the knowledge and skills needed to maximise every sales opportunity (sales readiness) is a critical component of sales enablement. The function also manages the creation and maintenance of content to promote effective buyer conversations (sales asset management).
Sales Operations teams work to support sales people by continuously optimising the current sales process. The sales operations function might manage areas such as:
- Administration of the CRM and other sales tools
- Territory management
- Sales commission and incentives
- Sales KPIs (reporting and feedback)
- Lead allocation
- Pipeline and forecast management
- Proposal and contract management
Evaluation Methodology
Phase 1
Phase 2
Phase 3
Phase 4
Knowledge Is Power
An objective outside view will assist you to identity the Gaps and Blind spots in your organisation.
Operations + enablement = revenue growth
To achieve revenue growth, a team needs to have both sides of the coin. When operations and enablement are cohesively working hand-in-hand, you can ensure that the go-to-market team's productivity is more efficient and performance is more effective.
Visible Benefits
- Data-driven strategy and decision making
- Streamlined sales processes
- Improved recruiting and hiring practices
- More effective onboarding and employee training programs
- Higher productivity and sales from strategic sales coverage models and territory planning
- Smoother operations management that allows sales people to focus on selling