Have you considered how Sales Enablement OKRs could help you manage and control your enablement activities?
Sales Enablement is a discipline built upon cross functional collaboration and communication. The complexity of Enablement may appear overwhelming or even intimidating at times. Integrating a systematic, measurable approach can empower you with greater control over your alignment and execution efforts.
Use the objectives and key results approach (OKR). Sales Enablement OKRs offer a model to build, execute and refine strategy in an organized manner. Panchadsaram and Prince, both OKR enthusiasts at What Matters, define this approach as:
“a collaborative goal-setting tool. Use by teams and individuals to set challenging, ambitious goals with measurable results. OKRs are how you track progress, create alignment, and encourage engagement around measurable goals.”
Companies rely on goals to reach new frontiers in growth, knowledge, and skillset. These include organizational goals and more specific targets. The achievement of these milestones helps to advance your entire company towards its ambitions. Sales enablement is a stimulant for accomplishing both business and customer-facing goals. But only if managed and maneuvered correctly.
So how do Sales Enablements OKR work?
Contributors set a list of ambitious objectives for your enablement activities. Treat each objective as a project, with a dedicated team and defined time frame. Afterward, decide upon measurable key results to track the step-by-step development of an objective. Altogether, careful monitoring and steady progress will transform distant aspirations into reality.
Sales enablement and OKR are iterative processes. They incorporate reflections and encourage modifications to remain on-track with your strategy. It is also vital to seek input from the members of your objectives to avoid overlooking stakeholders and enablement instruments:
- Top management/executives: strategic business objectives may change or be affected by external factors, such as COVID-19 restrictions. Remain in close contact with executives for rapid reactions and adjustments to OKRs.
- Feedback from salespeople and marketeers: Leverage the first-hand input from the people using your enablement toolbox. Listen to the experiences of reaching their end objectives.
- Data touch points: Data is the bedrock of successful strategies and objectives. Collect information along the entire customer journey and sales process to steer your Enablement OKRs. This effort does not require an immense effort or amount of data inputs. You need strategically placed points to measure the progression of each objective.
The transparent and collaborative communication of any new enablement action is a winning secret. The same applies to the implementation of OKRs. Share their built-in advantages and occasional updates that occur along with the various vital results and objectives. This sharing will encourage the wide-swept engagement of your customer-facing team and top management.
Structure and guidance can make the difference between a normal enablement function and a dominant, strategic component to your success. Leverage the OKR system as one of the tactics to devise a precise means-to-an-end plan and start achieving ambitious goals. And lastly, do not let the effort of building this approach fall on deaf ears! Sharing information can bring attention to the advancements you intend to deliver to your organization – C² – Collaborative Communication.
The German version of this article can be found here.
Passionate to enable B2B Sales Leaders and organizations to create their symphony for success.
Britta leads the DACH chapter of WiSE (Women in Sales Enablement – Germany, Austria and Switzerland) as she is an active supporter of women in leadership, mentorship, and coaching of other women in business, advisor and executive coach.
She is also a Trusted Advisor and Regional Host for the DACH Region of the Coffee, Collaboration, and Enablement global initiative, focused on educating and raising up all Enablement Practitioners and Leaders across the globe.
As a business consultant at PDAgroup, she has supported many organizations and individuals worldwide. Her focus is on sales enablement as a means to accelerate growth and as an instrument that brings your performance to the next level.
Her empathetic nature allows her to design the right environment that inspires people to thrive.
She has a passion for excellence in the execution of sales enablement, is an ambassador for lifelong learning, and leverages digitalization as a driver for transformation and success. Britta doesn’t shy away from challenges, but rather they push her to her personal next level.
Britta is the creator of the C²LEA²R approach for virtual leadership.