Supply chain headaches, political instability, economic uncertainty, a talent crunch—there is no shortage of challenges facing companies today. However, for companies to thrive in this landscape, they will need to dig deep, drive efficiencies, and maximize their growth with the resources already at their disposal. And in this evolving market, one of the largest keys to success is a world-class sales team, and today, it is more important than ever to empower them to be more productive, more resilient, and to close more deals.
But in this new digital world where customers need more consultation and sales reps need to provide more value as a trusted advisor, organizations often don’t know where to start with training and support for their employees. Here are four steps companies can take as they think more about their sales enablement strategy to stay competitive and resilient in today’s climate.
SHIFT TO OUTCOME-BASED TRAINING
Companies often run their enablement programs in an ad hoc fashion, without consistent standards or a deliberate agenda. Reducing impact to clicks and views, they rely on customer satisfaction scores to evaluate courses, if they measure success at all. It shouldn’t matter whether salespeople like a course or find an instructor engaging if it doesn’t help the sales reps better align to the company-wide objectives and close deals.
Effective training should be:
