Kronos - Aligning Marketing, Sales and Training to Prioritize Enablement Investments

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Effectives sales enablement training doesn’t come in a one-size-fits-all program, but is best when it’s tailored to specific needs within the sales organization. Hear how Kronos brought its sales and marketing teams together to identify and prioritize sales enablement needs and in the process, developed a new mechanism, the sales leadership council, to ensure those needs were met.

Business Bildung

1© KRONOS INCORPORATED September 23, 2013© KRONOS INCORPORATED September 23, 2013
Aligning to Prioritize
Enablement Investments
Barb Vlacich, VP, Presales & Sales Effectiveness

2© KRONOS INCORPORATED September 23, 2013

3© KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
•  Ensure we are in a position of expertise so people will
look to us for solutions to their problems
•  Prove how we are uniquely experienced at solving these
issues.
•  Create and position the value of our solution, including
business impact.
•  Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

4© KRONOS INCORPORATED September 23, 2013
Sales & Marketing Alignment

5© KRONOS INCORPORATED September 23, 2013
“Malysa has basically
become Rob’s COO...”
Charlie DeWitt,
Kronos, VP of Industry Marketing

6© KRONOS INCORPORATED September 23, 2013
Three Steps to Successful Sales Enablement
1.  Create an “It’s All About Me” Culture
2.  Do Not Prioritize Sales Enablement Needs
3.  Treat Everyone Differently

7© KRONOS INCORPORATED September 23, 2013
Create an “It’s All About Me” Culture

8© KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
•  Ensure we are in a position of expertise so people will
look to us for solutions to their problems
•  Prove how we are uniquely experienced at solving these
issues.
•  Create and position the value of our solution, including
business impact.
•  Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

9© KRONOS INCORPORATED September 23, 2013
Do Not Prioritize Sales Enablement Needs

10© KRONOS INCORPORATED September 23, 2013
Have Sales Set the Priorities for You:
Sales Management Council
•  What stands in the way of your Reps success?
•  What stands in the way your success as a manager?
•  What are the most important Selling skills?

11© KRONOS INCORPORATED September 23, 2013
Sales Management Council
•  Latest trends in Sales
•  Operational Improvement discussions
•  EC round tables
•  Leadership training
•  Pilots

12© KRONOS INCORPORATED September 23, 2013
Sales Management Council

13© KRONOS INCORPORATED September 23, 2013
Sales Management Council

14© KRONOS INCORPORATED September 23, 2013
Treat Everyone Differently

15© KRONOS INCORPORATED September 23, 2013
Ryan Ryan Ryan

16© KRONOS INCORPORATED September 23, 2013
Skill Assessment Reports

17© KRONOS INCORPORATED September 23, 2013

18© KRONOS INCORPORATED September 23, 2013
What are the goals of Sales Enablement?
•  Ensure we are in a position of expertise so people will
look to us for solutions to their problems
•  Prove how we are uniquely experienced at solving these
issues.
•  Create and position the value of our solution, including
business impact.
•  Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

19© KRONOS INCORPORATED September 23, 2013
Three Steps to Successful Sales Enablement
1.  Create an “It’s All About Me” Culture
2.  Do Not Prioritize Sales Enablement Needs
3.  Treat Everyone Differently

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1. 1© KRONOS INCORPORATED September 23, 2013© KRONOS INCORPORATED September 23, 2013 Aligning to Prioritize Enablement Investments Barb Vlacich, VP, Presales & Sales Effectiveness

3. 3© KRONOS INCORPORATED September 23, 2013 What are the goals of Sales Enablement? •  Ensure we are in a position of expertise so people will look to us for solutions to their problems •  Prove how we are uniquely experienced at solving these issues. •  Create and position the value of our solution, including business impact. •  Give the customer the specific reasons that they need to act now. And do this all in a way that we are always moving the deal forward.

5. 5© KRONOS INCORPORATED September 23, 2013 “Malysa has basically become Rob’s COO...” Charlie DeWitt, Kronos, VP of Industry Marketing

6. 6© KRONOS INCORPORATED September 23, 2013 Three Steps to Successful Sales Enablement 1.  Create an “It’s All About Me” Culture 2.  Do Not Prioritize Sales Enablement Needs 3.  Treat Everyone Differently

8. 8© KRONOS INCORPORATED September 23, 2013 What are the goals of Sales Enablement? •  Ensure we are in a position of expertise so people will look to us for solutions to their problems •  Prove how we are uniquely experienced at solving these issues. •  Create and position the value of our solution, including business impact. •  Give the customer the specific reasons that they need to act now. And do this all in a way that we are always moving the deal forward.

10. 10© KRONOS INCORPORATED September 23, 2013 Have Sales Set the Priorities for You: Sales Management Council •  What stands in the way of your Reps success? •  What stands in the way your success as a manager? •  What are the most important Selling skills?

11. 11© KRONOS INCORPORATED September 23, 2013 Sales Management Council •  Latest trends in Sales •  Operational Improvement discussions •  EC round tables •  Leadership training •  Pilots

18. 18© KRONOS INCORPORATED September 23, 2013 What are the goals of Sales Enablement? •  Ensure we are in a position of expertise so people will look to us for solutions to their problems •  Prove how we are uniquely experienced at solving these issues. •  Create and position the value of our solution, including business impact. •  Give the customer the specific reasons that they need to act now. And do this all in a way that we are always moving the deal forward.

19. 19© KRONOS INCORPORATED September 23, 2013 Three Steps to Successful Sales Enablement 1.  Create an “It’s All About Me” Culture 2.  Do Not Prioritize Sales Enablement Needs 3.  Treat Everyone Differently

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