How should marketing and sales work if Sales Enablement is to be successfully implemented?
In this new omni-channel sales model, it is essential that key areas of the business do not act as silos.
- Marketing must therefore adjust its promotional campaigns to the new customer profile and provide sales with the right resources to be able to implement a good enablement strategy.
- Likewise, sales must provide information and feedback to marketing on the new buyer profiles and help as much as possible to match resources to this new reality.
Moreover, the environment in which we find ourselves is highly variable and changes occur on a daily basis. In order to draw up a good enablement strategy, it is not enough just to align the teams, but also to set it down in a guide that we will call the Enablement Charter. A charter in which we will give shape and structure to our sales enablement system.
How can we create the charter? We will have to know our team, get information from the board, from the buyers, from the most successful sellers and from the other areas of the company, mainly marketing.
The charter will be created according to the standards we set and aligned with the organisation’s objectives.
Y…. How do I know we are charting the right course? As we work on this new discipline of enablement, the level of engagement of this methodology in the business will increase. This will mean greater alignment and adaptability of the business to the new digital reality we face.
Bringing a good enabling charter and aligning your teams are the key to your business success!
