The Strategic Enablement Framework
Turn your strategies into consistent execution that drive change at scale.
Drive Consistent Execution
Getting sellers to change is notoriously difficult. But that is the fundamental job of enablement—to drive change at scale. Doing that effectively in the service of the key priorities of the business is what we call strategic enablement.
Scale Your Revenue Engine
Ultimately, the goal of enablement is to help companies achieve business outcomes by driving change in their organisations. That means it is critical for business leaders to align internally on what those goals are and to make sure that enablement activities are driving toward those goals.
Define What Good Looks Like
To successfully drive change in the field, you first need to clearly understand what specific actions you want your sellers to do. The more detailed and specific you are about this, the better. You should be able to answer the question, “What is it going to take to achieve our goal?”
Analyse and Optimise
Historically, one of the biggest challenges with enablement was the lack of data that offered visibility into what’s actually happening in the field. Today, modern tools now give you access to analytics that measure the impact of enablement and determine if you are getting the results you want.
WHAT IS THE Strategic ENABLEMENT FRAMEWORK?
Strategic Enablement
The starting point for the framework is deciding what you are trying to achieve. You might want to drive a specific strategic initiative, such as launching a new product, deploying a new sales methodology, or moving to value selling. In any case, the goal is to change rep behaviour.
Call to Action
To successfully drive change in the field, you first need to clearly understand what specific actions you want your sellers to do. Fundamentally, the call to action answers the question, “What is it going to take to achieve our goal?”
- Recommended Resource:
- Sales Kits vs Sales Plays: When to Use Which
Equip
With a clear idea of what you want to accomplish, you can turn that goal into action. Systematically equip your sellers with the resources they need. Success here means that sellers can say, “I get it. I know what you want me to do, and I have the tools I need to do it.”
- Recommended Resource:
- The Essential Guide to Content Management
Train
Training is how sellers build new skills and master new material. Just as important, it’s also how they build confidence in themselves. You know you are getting this right if sellers can say, “I am confident that I have the skills to execute on this initiative.”
- Recommended Resource:
- Onboarding Guide: How to Shorten Sales Ramp to Revenue
Coach
Coach sellers on the new activities in the real world. This is usually done by their managers, who may need support to know how to do it well. The goal is that sellers can say, “I have the support I need to be successful at this new activity with customers.”
- Recommended Resource:
- The Essential Guide to Sales Plays
Analyse
To support the equip, train, and coach steps, you will need to analyse exactly what is– and isn’t –happening on the ground, with visualizations that help distill that data into insights you can act on.
- Recommended Resource:
- How Strategic Enablement Increases Sales Effectiveness
Business Outcomes
The reason you are driving change is to achieve certain outcomes. The more closely your metrics align to the actions you are driving in the field, the better you can measure the effectiveness of your enablement process.
Take Assessment
TAKE THE ASSESSMENT
Find out how strategically enabled your organisation is, what it takes to increase your maturity level, and the steps you can take to consistently and effectively drive change at scale
Take Assessment
Resources
Overview
Introduction to the Strategic Enablement Framework
Consistently and effectively execute your strategic initiatives and foundational programs.
Equip
The Essential Guide to Content Management
Learn how to equip sellers with content that finds the right customers at the right time.
train
The Essential Guide to Sales Plays
A reference guide that makes it easy and effective to get sellers to do something new or different.
Coach
Sales Kits vs. Sales Plays: When to Use Which
Gain insight into how both sales kits and sales plays can be used throughout your organization to achieve sales excellence.
Onboarding
Onboarding Guide: How to Shorten Sales Ramp to Revenue
Consistently and effectively execute your strategic initiatives and foundational programs.
Coach
How Strategic Enablement Increases Sales Effectiveness Guide
Learn how to improve sales productivity, ramp up new hires faster, and measure content ROI.