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How is sales enablement thinking about adoption of new sales tactics or strategies?

2 Answers
Charles Gryor Derupe
Charles Gryor Derupe
Square Director of Content and Launch Readiness EnablementFebruary 7

This answer is purely based on opinion, so please keep this in mind. I believe that any new tactics and strategies need to be relevant to the sales methodology set by the enablement team. Why? Reps, especially those that are "green" to the field, need a repeatable, consistent skill development structure. Additionally, this methodology should be where onboarding, ongoing reinforcement training, and content should map to. Adding new sales tactics and strategies are most effective for experienced reps who have already mastered their own selling methods. 

This doesn't mean you shouldn't or can't share some cool articles or resources for these new tactics and strategies - especially cool non-enablement resources and tools they can use to implement those methodology-mapped skills. A good example of this is how to sell through social media, where selling skills like good discovery, creating interest, and driving the next steps, etc. can still be incorporated into this new selling channel. 

Sharing knowledge should be part of the Sales culture. However, enablement programming should prioritize established methodologies for consistency and to make your impact measurement as easy as possible. 

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Grant Glaser
Grant Glaser
Salesforce Director, Sales Leader Excellence CoachJanuary 10

Sales is an ever-evolving sport and there is no sitting on your laurels if you want to stay ahead. Companies are constantly on the look-out for cutting edge technology to train & tune sales skills, increase industry knowledge, and show-up well in-front of customers. 

Adoption of new tools, tactics, & strategies include:

  • Understanding the role of AI in sales interactions
  • Finding ways to uncover customer pain-points before hearing it directly from a prospect/client
  • Staying on top of best-in-class sales methodologies (or often creating their own)
  • Leveraging a simple, clear, and efficient sales process that maps to the buying journey of clients
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