Selecting the right technology is only half the battle. Here’s how to get stakeholders on board with the investment.
If you follow the latest trends in B2B sales, then you might already know that almost 2/3 of organizations have a dedicated sales enablement function, role or program, according to CSO Insights. But what you may not realize it that 32% of those functions are led by a part-time or single person.
We recognize just how much sales enablement leaders are responsible for in the sales organization, whether it’s creating new sales and training content for the field force, spearheading sales onboarding, or leading the company’s sales coaching efforts. And if you’re a ‘one-person show,’ then the daily workload can be especially intense.
Our latest eBook – “9 Tips for the Solo Sales Enablement Leader” – outlines sales enablement best practices meant to make your life easier. Read on for 3 of our time-saving hacks or click here for a free copy of the full list.
Sales Enablement Best Practices for One-Person Teams
1. Scale Your Efforts with the Right Technology
If you’re a team of one that does a lot of traveling between corporate offices to deliver in-person training, tools that can deliver virtual learning and content sharing are invaluable. Imagine how much more you could accomplish with the time you would save? (Not to mention the cost savings of e-learning over an on-site training session).
Consider this: firms that use sales technology effectively are 57% better at sales training and development than ineffective tech users, according to the Sales Management Association.
With technology that can provide easy content creation, video coaching and dashboards that track team readiness, you’ll have a sales enablement program that is more organized, trackable and scalable – which will only help you be more efficient in your day-to-day responsibilities.
“You have to utilize technology (with a distributed team),” said Bethany Atkinson, sales enablement manager at Kronos, during the 2018 Sales Enablement Society conference. “You can be a one-man or one-woman band and travel all over the world, but that’s exhausting. It’s not something you can leverage.”
2. Leverage Subject Matter Experts for Content Creation
As complex sales cycles and “decisions-by-committee” become more common, your sales team’s content needs can be pretty expansive. But you shouldn’t have to be the single source of expertise.
Instead, you can harvest knowledge from internal subject matter experts (SMEs) using a content authoring tool – ideally one designed specifically for sales teams. By bringing SMEs directly into the content creation process, you can produce new content faster, with less hassle, and ensure that it remains high-quality.
3. Maximize Knowledge Retention with Microlearning
Old-school training tactics – like the multi-day sales boot camps that turn into one, long parade of lackluster PowerPoint presentations – are unlikely to keep your reps engaged in a fast-paced world full of poor attention spans. Learning content should be engaging and delivered in bite-sized “chunks,” in order to promote better knowledge retention per training session.
Video can be especially effective in creating a more engaging training experience. Research finds that video is both a popular and effective learning format for professionals. And by making the most of sales training sessions, you can ultimately use your time more effectively.
Want more time-saving tips and tricks? Download our e-Book, 9 Tips for the Solo Sales Enablement Leader!