What are the components of a good sales enablement training program?

I always like to go back to basics and follow the same principals that we as PMM's follow when it comes to positioning to our customers. What is the customers pain point? What use cases are they trying to solve for? How can our products/solutions help them achieve their key business objectives? If we take those similar principles and apply them to an enablement curriculum you ensure you're aligning and delivering value to sales. How are you helping them? What will they be able to achieve from be ...Read More

I think the pillars of a great sales enablement program are: Regular touchpoints - sales enablement is a never-ending program. So you must create rituals to show how important the program is and to create the habit where the sales team expects to engage with enablement regularly. Build the habit early and often! Meaningful content delivery - building and maintaining a content library sales can self-service to find what they need can be difficult. But if you take the time to create and continuall ...Read More

Sales enablement training starts on day one. Sellers need foundational knowledge of the product and buyers, along with an understanding of sales processes. It's crucial to not just provide training materials but also opportunities for role-playing scenarios with prospects and customers. Continuously showcasing demos and use cases for ideal customer profiles reinforces learning. Since everyone’s at a different stage of their selling journey, training should be flexible and adaptive. Regular huddl ...Read More

The components of a good sales enablement training program are: Metrics: Know your goal for building the program and create a baseline before you get the program off the ground. Some goals might be easily quantifiable, like shortening the sales cycle or increasing the win rate against a competitor. Other goals might be more abstract, like increasing confidence in selling to a specific persona or use cases. Whatever the primary goals, it's good to have a baseline to know what to focus on. Each qu ...Read More