Most companies have invested in robust sales enablement departments and tech stack resources that are very valuable to their sales force.
And the investment makes sense.
The integration of marketing and technology is crucial for fast onboarding and reliable sales.
Having easy seamless access to the right resources at the right time in the execution of a client/prospect journey from marketing content to lead generation to close improves efficiency.
But sales enablement may not have the SKILLS training and application sessions to ensure the sales team knows HOW to achieve each step of the defined sales journey.
For example, most sales processes indicate that they need to “find prospects' budget” or “determine the decision-makers”. But if the salesperson is not skilled at HOW to do these crucial steps, the process grinds to a halt.
In the past, sales training implied that the “system” or methodology that a company chose as their selling system would encompass everything needed.
That doesn’t fit today’s world with the sophisticated tech stacks and workflows that most sales teams use.
Your Sales Process is your documentation of the entire journey the prospect takes end to end, and sales training simply fits within that process and provides the SKILLS, TECHNIQUES and BELIEFS that are required to ACHIEVE THOSE STEPS.
Quite frankly the sales training “system” should be almost invisible within sales enablement.
It simply arms the sales force with specific tools and tactics to achieve the documented sales journey.
FREE RESEARCH PAPER |
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Every commercial organization should focus an appropriate amount of time on hunting for and securing new clients. Sadly, too few have a clearly defined strategy that maximizes their sales function's valuable selling time and minimizes the related costs of this exercise. |
