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
   

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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.
   

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3. • Sales Performance
   • Business Application
   • Content and Training
   • Questions
   Topics
   

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4. Competencies
   Skills
   Actuals
   Activities
   Proficiency
   • Demonstrated Behaviors
   • Experience
   • Sales Skills
   • Product/Solution
   knowledge in context
   Sales Performance Model
   

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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
   

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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
   

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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
   

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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
   

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9. Content Strategy
   Drive relevant insights in real time
   

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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
    

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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
    

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12. Content Example
    Execution
    

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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
    

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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
    

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15. Thank you
    

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