Drive more efficient sales through smarter sales enablement

Transcript

1. Drive more efficient sales through smarter sales enablement Scott King Head of Global Enablement and Commercial Strategy Progress Software
2. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving lifecycle to optimize the return of investment of the selling system.” - Forrester Research. Inc.
3. • Sales Performance • Business Application • Content and Training • Questions Topics
4. Competencies Skills Actuals Activities Proficiency • Demonstrated Behaviors • Experience • Sales Skills • Product/Solution knowledge in context Sales Performance Model
5. Knowledge: Body of information used in performance of a function Skills: Proficient manual, verbal, or mental manipulation of things Abilities: Natural aptitude or acquired proficiency to perform an activity Behaviors: How activities are performed. Actions that result from beliefs and attitudes. Knowledge Skills Abilities Observation Observation Behaviors Elements of Competencies
6. Competencies Skills Actuals Activities Proficiency Performance • Demonstrated Behaviors • Experience • Sales Skills • Product/Solution knowledge in context • 3x Growth Pipeline • Forecast Accuracy • YTD Sales Activities: cadence Weekly/Monthly/Quarterly Sales Performance Model
7. Sales Competencies and Skills Sales and Marketing Content Requirements Skills Requirements Content Strategy SFDC, Content Consumption, Skills Assessments Analytics Layer Selling Cycle Prospect Qualify Build Prove Awarded Decisions Discovery Execution & Success Consideration Customer Buying Cycle 5-Tier Sales Model Alignment 1 to 1 messaging 1 to many messaging
8. Sales Competencies and Skills Sales and Marketing Content Requirements Skills Requirements Content Strategy SFDC, Content Consumption, Skills Assessments Analytics Layer Selling Cycle Prospect Qualify Build Prove Awarded Decisions Discovery Execution & Success Consideration Customer Buying Cycle 5-Tier Sales Model Alignment 1 to 1 messaging 1 to many messaging
9. Content Strategy Drive relevant insights in real time
10. Prospect Qualify Build Prove Awarded Discovery Consideration Decisions Execution & Success Educate the Customer on the Opportunity Make Yourself Known Be Recognized as the Right Solution Ensure a Successful Implementation Customer Buying Cycle Salesforce Stages 0 1 2 3 Custom er View Business Priorities Opportunity Identification Stakeholder Variations St. of the Ind. and Fin. Cons. Custom er Qualification Building Consensus Prepare for Negotiations Technical W in Defining Closing Custom er Relationships Cross-sell and Upsell Advanced Proficient Familiar Not Demonstrated
11. Common Language for Management Discussions 360 Feedback Identify Opportunities for Development Content in Context Process Enhancement On-the-Job Training Mentoring / Coaching Knowledge Management Formal Training
12. Content Example Execution
13. Buyer Value Parity Competitor Value Wedge Seller Unique to you Important to your Prospect Defensible 2. Important to your Prospect 1. Unique to you 3. Defensible • Bonnette, David. Conversations That Win The Complex Sale: Using POWER MESSAGING to Create More Opportunities, Differentiate Your Solutions, and Close More Deals Skills Growth
14. Competencies Skills Actuals Activities Proficiency Performance • Demonstrated Behaviors • Experience • Sales Skills • Product/Solution knowledge in context • 3x Growth Pipeline • Forecast Accuracy • YTD Sales Activities: cadence Weekly/Monthly/Quarterly Sales Performance Model
15. Thank you