Sales enablement is a continuous and ongoing process of providing sales teams with the resources, materials, tools, and collateral they need to land more deals. It’s a process that helps sales teams sell more effectively to prospects and convert them into customers, by using data analysis, resources, and training.
Establishing a dedicated sales enablement team is necessary for any modern organization that wants to scale quickly in today’s fast-paced SaaS landscape.
Sales Enablement Team Structure
But just what does an ideal sales enablement team look like?
The sales enablement team takes care of content management, training, and refresher content for reps, and engages customers with campaigns. The ideal team structure should include a dedicated manager, sales and marketing managers, and a customer success manager.
Dedicated Manager: A dedicated sales enablement manager isn’t a set requirement, but if you can spare/hire a resource, it might help streamline your sales enablement process and segue your team into adopting it. This dedicated manager will be responsible for making sure all the members in the team work together to execute and drive the goals, tactics and program performance efficiently.
Sales and Marketing Managers: It takes another level of coordination between marketing and sales to develop a sales enablement strategy specific to your business. Managers from both the teams can make sure that aspects such as blockers or processes are aligned between the both to facilitate long term goal management.
Customer Success Manager: The primary aim of the Customer Success Team is to help clients achieve their desired outcomes when they use your product. The Customer Success Manager can help the Sales Enablement Team understand the pain points of the customers, how effective their strategies are, and what collaterals could be created and shared to make the onboarding or upselling easier.
Make Sales Enablement Happen
As competition in the market gets fiercer, so should your company’s sales enablement strategy.
It isn’t just putting together collateral and imparting generic advice. Customers have a variety of options in most markets these days, and a solid sales enablement strategy can make the difference between your team losing the deal and gaining a new customer.
