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

Charles Gryor Derupe
Charles Gryor Derupe
Square Director of Content and Launch Readiness EnablementFebruary 8

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. 

1107 Views
Grant Glaser
Grant Glaser
Salesforce Director, Sales Leader Excellence CoachJanuary 11

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
1176 Views
Andrew Zinger
Andrew Zinger
Fastly Senior Director, Global Sales EnablementMarch 14

Great question - as I touched upon in an earlier answer, innovation needs to happen across the organization - both in the way we sell and in the way we deliver enablement. The traditional approach to selling needs to evolve - from how sellers prospect, to how they show up to discovery calls. In order to earn wallet share in today's economy, sellers need to show up as consultants, understand more about the industry their customers are in, the challenges and opportunities they face, and come armed with customer stories to validate the value their product brings. 

In a similar vein, we need to update our approach to enabling our sellers to sell in new ways. Learning and knowledge consumption does not only take place 9-5 today. People consume knowledge all the time, across multiple devices and in various ways. So, we need to meet our sellers where they're at. When we create enablement programs, we need to have a similar lens and ensure there are:

- inclusive of 'on demand' elements & micro-learning videos that are accessible on mobile devices

- explore newer platforms like podcasting for deal reviews, partner success stories & stories from market and industry leaders

With how our sellers evolve, our enablement needs to as well

350 Views
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