Learnings from the Trenches

The good news: Sales enablement projects will have an immediate positive impact on your sales organization. Sales will love it. The bad news: Success requires a multi-organizational effort, similar to all other change management projects. Change is hard. Everything else is always a priority, unless ‘encouraged’ from the top.

What we learned

• Always start with your best sales people.  If you cannot get buy-in here, you are in trouble.  Take the time to do this.
• Pilot with very small team, measure before and after, and obtain the highest levels of executive support before agreeing to roll-out to the wider sales audience.
• This change will initially create more work for marketing but those with a sales background will be the first on board.
• Training will appreciate the system/process as it will provide a consistent core from which to teach and ground their curriculum.
• Sales operations will love it because it provides a consistent process and leverages your CRM system.