Sales Enablement Framework

Sales enablement strategy

Sales enablement is an enthralling yet complicated area; there are a whole host of different concepts you need to master inside and out to support and motivate your sales team, and drive revenue success. Enter our Sales Enablement Framework.

It covers all the areas needed to navigate the sales enablement journey from start to...well, there is no finish really, is there?

For each of the five fundamental stages: strategy and planning, content, tech and tools, learning and development, and growth, we’ve unpacked each of the cogs to arm you all the info needed to boost your understanding of pivotal topics, as you and your team strive to create something truly memorable.

Strategy and planning

Sales enablement is a strategic discipline. Without meticulous planning and a strategic, long-term mindset, you won't be able to maximize your sales team's potential.

Understanding the key facets you have to plan around and the biggest factors towards becoming a strategic influence within your organization is a foundational part of your sales enablement journey.

Think proactive, not reactive - that's how you showcase your true strength as a function.

Driving process alignment & efficiency with sales engagement
[Webinar] Join us as we showcase how you can generate more revenue, faster, with your team using a single platform instead of multitude of solutions.
Everything you need to know about Go-to-Market strategy
Learn everything you need to know about Go-to-Market strategy with the help of our sister community Go-to-Market Alliance.
What is a sales enablement charter?
Have you been wondering what a sales enablement charter is? Or how to build a formal enablement charter in your org? This article highlights what you need to know.
What is change management in sales enablement?
Change is at the core of sales enablement, which means it’s critical for sales enablers to understand the key pillars of change management.
Sales metrics for sales enablement: explained
Learn to calculate and measure key sales enablement metrics that help you analyze your enablement and sales team’s performance
How stakeholder communication is an enablement difference-maker
Highlights from our conversation with Del Nakhi, exploring how to eliminate siloes, managing stakeholders, balancing your tech stack, and more!
Unlocking success: The ultimate step-by-step guide to mastering stakeholder management
Learn the ins and outs of stakeholder management and how it can help you unlock long-term enablement success!

Content

Sales enablement content is a major part of any enablement strategy. Whether the content comes in the form of a playbook, battlecards, scripts, or something else - these pieces of content are some of the most effective ways that enablement can provide references and support to sales reps.

Just don't forget to train them on how to use your shiny new content too!

What is a sales playbook?
Have you wondered what a sales playbook is? Or how a sales playbook helps your reps? Maybe you want to know how to start creating a playbook. Either way, this article is for you.
Sales script template
Helping out enablers is what we do, so have this sales script template on us! It covers everything from building a rapport to getting that booking
All you need to know about sales battlecards
A sales battlecard provides an at-a-glance summary of your value proposition, answers to common customer queries and competitive differentiators.
Buyer personas vs user personas
Understanding the difference between a buyer persona and user persona is essential. To help you on your way, here are our insights on what separates the two
The four major elements of SWOT analysis you need to know
Learn the ins and outs of SWOT analysis and how to apply it in your organization
What is sales enablement content?
In this article, we’re going to be focusing on sales enablement content, both internal and external-facing, and how to make it great.

Tech and tools

Sales enablement is often a one-person band - but that doesn't mean you have to do it all alone. Today's technology and sales tools can help you support your sales teams at scale.

From CRM integrations and sales automation tools, to combined CMS and LMS and sales readiness tools, there are countless ways that technology can help you work smarter to empower your sales team.

5 essential features of your sales tech stack
We’ve identified 5 features sales enablement needs from their tech stack, analyzed the options on the market, and picked out the best tools for each one
Sales enablement and technology
Werner Schmidt discusses the role of new technology in sales enablement and how science, tech, and data can propel the org to new heights
Top tools to enhance the performance of your salespeople
Terry Mitchell explains how using sales effectiveness attributes and personal development plans can enhance your sales reps’ performance.
AI and sales enablement: a match made in the cloud?
AI has incredible potential when used in a sales environment, and best of all, it’s not limited to one area. It can be used to help sales enablement achieve its goals in a number of both direct and indirect ways.
What are sales enablement tools?
There are a lot of options when it comes to sales enablement tools, as well as a lot of confusion. If it’s your first time exploring tech stacks, it can be hard to separate your CMS from your CRM. We’re here to help.

Learning and development

Training, coaching, learning, and development are at the heart of sales enablement.

Taking sales teams away from their desks is a big deal, so ensuring every session (whether it be training, coaching, SKO, or something else) is valuable and improves performance is a vital way to prove your worth as an enablement team.

It's almost always cheaper to retain and cultivate talent than recruit a new team member, which means learning and development initiatives can be a powerful tool in your arsenal.

What is a sales rep certification program?
What is a sales rep certification program? And how do you create one? Learn from sales enablement experts as they share their best practices and advice.
SKO uncensored: 4 strategies to tackle the dreaded pink elephant
Stephanie Middaugh and Nikki Schanzer explore the challenges associated with SKOs, and steps you can take to improve your SKO experiences.
How to improve sales team training sessions
Sales training is one of the most rewarding things you can do. It’s a chance to set the product up for success, push positioning to drive future development in the direction you think it should go, and of course, directly impact revenue potential.
What is a sales methodology?
Learn what a sales methodology is, and why Sandler, Miller Heiman, MEDDIC, Challenger, SPIN, and more remain popular sales methodologies across the world.
What is sales onboarding? Everything you need to know
Learn how to build a sales onboarding plan that will effectively set up new sales reps for success.
“When coaching doesn’t work, it’s because organizations don’t make it a cultural thing”, Mark Garrett Hayes
Mark Garrett Hayes joins us on the podcast to discuss all things sales enablement & coaching!
The secret to successful sales enablement? Don’t forget the reps
Sales enablers are always looking for ways to improve the sales team’s performance - while data is powerful, thinking about the sales rep is important too.

Growth

Growth - sustainable, repeatable growth - is what sales enablement is all about. Growing revenue, growing the sales team's confidence, growing the connections between cross-functional departments in your organization.

Knowing how to track your successes and project your enablement plans into the future is a surefire way to earn a seat at the table and showcase to your leadership the power that enablement can have.

Enablement metrics 101
Carly Lehner discusses enablement metrics 101; why metrics matter, which metrics to use, and how to use data to inform enablement programming.
Growing revenue enablement within an organization
Jaclyn D’Arcy explains the value of a revenue enablement team and how to grow and expand it using every part of your organization.
The metrics businesses must track to prove the impact of sales enablement
Mindtickle’s Nick Salas looks at the four categories of metrics that businesses need to measure to track sales enablement success.
Sales and marketing lead optimization
Josh Smith explains how to set up a lead capture process by sharing a case study based on his own experience doing that at the Guardian.

How to take the next step

Loving what you've been learning? Then take it to the next level and get certified with Sales Enablement Core; aka, the A to Z of sales enablement - everything you need to know and understand to set your career up for success.

Sales Enablement Certified: Core
Propel your sales enablement career. Gain the skills and knowledge you need to build a world-class SE program. Expert-led course and official certification.