How do you roll out new collateral, content, and product training to a remote sales team?

To effectively roll out new collateral and training to a remote sales team, we leverage scalable channels, such as: Sales/Partner Enablement Platforms: Modular content that allows sales to select relevant use cases, success stories, and value propositions. Live Enablement Webinars: Engaging webinars scheduled for global teams, incorporating interactive elements like Q&As and quizzes. Demo Hubs: Customizable demo scripts and resources tailored to different customer scenarios. Monthly Feature ...Read More

I'm lucky that we have great partners in Sales who have developed processes for sales training and enablement. The main challenge is once you roll it out - how do you get them to retain the knowledge and utilize the content?  Highlight how your product can help them achieve their targets - Sales teams have aggressive quotas to hit, so when you showcase how your product sales can help them close the gap, they are more likely to adopt. Use examples of key wins that have really helped achieve the t ...Read More

As a PMM, Sales is a main stakeholder that we help support. You can think of them as a "buyer" or consumer of your work so many of the same tactics and best practices that you use to roll out communications externally can be used internally. I'll also note that I have worked with many amazing enablement teams that make this part of the PMM job so much easier, but have also been the one and only PMM in an org. that didn't have an enablement team yet so I'll try to share ideas that are helpful for ...Read More

These days everyone is remote is it's important to establish a process that works for your organization. Content and collateral can exist in so many places it can overwhelming. A sales enablement platform is essential for evergreen content. Tools like slack are great for quick updates and real time knowledge sharing (e.g. Sales just had a call where they discoverd a competitive weakness, or ran into an obstacle).  Easy access tools like battlecards are useful for regular consumption. For things ...Read More

We have an established cadence of enablement with our internal teams where we bundle features/collateral into market themes. When rolling out a new feature, we organize content into two buckets: technical (CS) and value story (sales). For the value story elements: we create "how to sell" slides and a launch packet that includes case studies, demo overview videos, and other relevant material for the sales cycle. We then quiz the remote sales team on their learnings (via Kahoot!) to keep folks acc ...Read More

Getting the attention of a remote sales rep can be difficult but a handful things have been really helpful in my experience: partnership with Sales leadership, multiple learning options, quizzes/certifications for enforcing learning or understanding gaps, and making resources easily accessible.  A strong partnership with Sales leadership: I’ve found this highly valuable since for a sales rep, any time not spent moving a deal forward is often considered time squandered. I like to get alignment wi ...Read More