As part of our consulting practice, companies often ask us about the adjustments they should make to their Sales Enablement Priorities.
In this article, I wanted to share the high-level thinking we are using in our recommendations, and the hope is you can leverage these as they best fit your business going into 2022.
Your Sales Enablement Priorities
Enablement Programs Must Show Measurable Business Impact
More revenue leaders are looking for verifiable proof that their investment in Enablement has an ROI.
The good news is that many teams are now looking at their impact on standard metrics like deal win rates, sales velocity, etc. — those teams who are not measuring this impact need to join this movement.
However, this is just a beginning, and Enablement teams must make it a priority to demonstrate their impact on the big three metrics:
By delivering against those three, you demonstrate a positive, measurable impact on the business your executives care about most.
Enablement Must Help the Humans — And That Includes You
Covid has changed us.
I am not naive enough to think that humanity is forever changed, but there is no doubt that the expectations of those alive today are different than they were a couple of years ago.
We want flexibility in our work and personal lives to better balance the two.
Some people never want to go into an office again; others rush back to offices, and still others like the flexibility to choose.
We talk more openly about mental health, recognizing its impact on our personal and professional lives.
Enablement teams need to take this time to partner with HR teams, front-line managers, and senior leaders to openly discuss the impact of all of this (plus the great resignation), and strategically partner across the organization to create positive solutions.
- How can you better identify and hire the right people (think competencies, skills) for your business?
- What can you do to ensure ALL employees learn and grow?
- Why do people leave, and now at a higher rate than pre-covid? Are good people walking out the door, and can you help stop that?
- How do we put systems in place to ensure employees achieve high levels of job satisfaction to keep them engaged and motivated, performing at their best?
The human impact is a strategic challenge for your business; help solve it.
Oh, yes, and don’t forget yourself in this process.
Each fiscal year, you have a finite amount of time to help your business.
To achieve your business goals, you need to split that time between strategic, tactical, and unplanned activities in the right mix.
And your leadership team and peers need to understand how what you are doing leads to those business outcomes.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.