Readying your sales team for every situation probably seems daunting. But to succeed today, it’s crucial that sales enablement leaders consider the readiness of their organizations from all angles.
Case in point: reacting to the unexpected. When there’s breaking news that involves your company – whether it’s good or bad – sales reps are often left scrambling to address buyer questions. Maybe they end up giving key prospects a “best-guess” reply, or maybe a misinformed customer is left hanging as the rep awaits an official answer.
The problem with these scenarios is obvious. While your salespeople are providing incomplete or inconsistent responses to buyers, competitors are busy positioning their sales reps to sow fear, doubt and uncertainty about your company.
In the video above, Jim Ninivaggi, Brainshark’s Chief Readiness Officer, details the concept of reactive readiness – one of the 4 Pillars of Sales Readiness – and explains why sales enablement need to equip reps with the right information and messaging guidelines as quickly as possible.
You can find the rest of our 4-part sales readiness video series below:
To learn more, grab a free copy of our exclusive 4 Pillars eBook, which features best practices that you can apply across your strategic enablement initiatives!