In a modern recurring revenue business, it is almost impossible to scale without Enablement.
When scaling, either by hiring more reps and/or expanding into new markets, by creating new sales channels or simply by increasing the productivity of the existing roles, enablement becomes critical. However, in today’s unpredictable economical environment investing in an in-house enablement function is a risky bet as the time to ROI is long, it requires hiring a team of enablement professionals that need time to setup the proper environment for developing the enablement services and investing in tools to orchestrate the delivery.
Solution? Enablement as a Service [EaaS].
EaaS it is the best option as it helps you achieve those goals and focus on making your customer-facing professionals relevant to their prospects or customers by providing them with the right content and skills to be used at the right time, without making a long term investment.
Our Enablement services are offered by partnering and collaborating closely with Product Marketing, Frontline Sales & Customer Success managers and leaders, addressing all customer-facing roles and their managers, and are split into two types of support:
1.Strategic Enablement – consists of translating the Enablement Strategy into programs to support your overall Go-to-Market and/or Sales Strategy.
2.Tactical Enablement – consists of initiatives to address a particular area of need, and achieve a specific outcome.
Examples of Services:
- Help employees onboard through role-based Onboarding Program design and implementation.
- Playbooks development [for Prospecting, Sales, Onboarding & Adoption, Growth & Retention] to show managers and customer-facing roles exactly how to deliver business impact.
- Train on skills and methodologies required along the sales process [for Prospecting, for Sales Discovery & Sales Opportunity Qualification, for Demoing & Closing, etc.]
- Develop coaching skills and processes for firstline managers to improve their managerial effectiveness [on pipeline management, deal reviews, forecasting, feedback & coaching, individual development and team performance improvement].
- Sales Readiness programs for launching new products, features, capabilities or for introducing a new process or methodology.
In a nutshell, we provide training to offer all customer-facing professionals the ability by building or improving the skills needed in every stage of the sales process and situation-ready content to offer them the agility that they need.
Still not sure? Just ask yourself:
- Is your engagement strategy aligned with your ICP and executed with precision, at scale?
- Are your SDRs following a repeatable process that identifies the right prospects?
- Are your AEs all following the same process, that you can easily measure and coach on?
- Are you CSMs doing the right things at the right times to ensure retention?
- Do your teams know how to identify new opportunities in existing accounts and successfully close those deals?
If answering these questions is a challenge, then contact us at office@optim-sales.com to see how we can support you.
