How do you develop a sales enablement roadmap?

This is done in conjunction with your sales enablement team, if you have one. Ideally you will look at the key priorities for sales enablement which you gathered directly from the sales team either via surveys (if you have a big team) or informally during a feedback session (great for smaller orgs). Part of the prioritization process involves looking at: 1. What are the most requested enablement topics or needs 2. Which of those will have the highest impact in a seller's ability to meet their qu ...Read More

Your sales enablement roadmap should be one piece of your larger PMM roadmap. If you can flight out upcoming product launches, new research reports that will be launching, etc… then you can tie an enablement approach and cadence to each of these. Aside from new enablement, it’s good to monitor and notice when your sales teams might need re-enablement on existing sales plays or content. Often times if salespeople have been around for a while they might stick to their approach out of familiarity a ...Read More

Love this question. Here is my 5-stepper 1. Identify your corporate dates. sales offsite, management offsite, product launches etc. are time based anchorpoints. Key decisions get made or updates occur. Execs get together etc. (pro tip: avoid end of quarter) 2. Identify your key business priorities (more coverage, more sellers, increase avg ticket size, new CRM etc.) 3. Identify the steps to complete the key priorities and estimate how long they take 4. Reverse engineer from your anchor dates, ba ...Read More

Here are some of the guiding principles I like to use when developing a sales enablement roadmap: - Map out the product launches for the coming quarters and use these as anchors in the enablement calendar. Consider tier 1/2/3 launches and the format/audience for each.  - Identify key areas of focus for the coming year like value selling & ROI, persona/use-case/industry playbooks, positioning refresh, demo academy, etc., and align them to different quarters by order of importance or urgency. ...Read More

To create your sales enablement roadmap identify the opportunity you need to capture, uncover the barriers to adoption, and then deliver new materials and activations that address those barriers. Identify the Opportunity: Which segment or customers do you need to drive action from? And what action do you need them to take? If you start from a clear target (who + what), you will be able to craft tactics that get you to that outcome. Uncover Barriers: What is holding back your target customers fro ...Read More

I like to start by:1. Interviewing and/or surveying the sales team on needs/wants.2. Listening to sales calls - how are they pitching? What are they using to pitch? How is it resonating?3. Audit for the basics: Can sales speak/show how we compare to competitors? Are the top objections and responses documented? Is there an up to date pitch deck? Is there any/enough social proof the sales team can share with prospects?4. Prioritize what will improve the sales pitch first, then what you think will ...Read More