3. Technology continues to drive major
industry disruptions and thanks to open
access, it is becoming more affordable.
To o l s l i k e C R M a n d M a r k e t i n g
Automation are being deployed faster
t h a n e v e r , b u t b e h i n d t h e s e
technologies, there is an engine that
makes it all work: Sales Enablement!
While organizations are building out
their sales teams and chasing more
aggressive sales goals, they are not
necessarily scaling their processes, best
practices, training, onboarding and sales
tools effectively, resulting in a lack of
focus and widespread decline in sales
productivity.

4. Sales Enablement comes into play to empower
and retool sales management and reps to work
more effectively and efficiently.

5. S a l e s p r o d u c t i v i t y i s a
challenge for almost every
B2B organization. The
pressure to meet or surpass
r e v e n u e g o a l s i s o n l y
increasing, with over half of
sales teams expected to meet
revenue goals that are at least
20% higher than the previous
year.
Forbes

6. SALES
ENABLEMENT?

7. “A strategic, cross-functional
discipline designed to increase sales
results and productivity by providing
integrated content, training and
coaching to salespeople and sales
managers throughout the entire
customer’s buying journey, powered
by technology.”
CSO Insights

8. “Aligning marketing processes and
goals, and then arming sales with
tools to improve sales execution
and drive revenue.”
The Pedowitz Group

9. “Getting the right information into the hands of
the right sellers at the right time and place, and
in the right format, to move a sales opportunity
forward.”
IDC

10. OBJECTIVES

11. Initiatives focused on ensuring
that ‘the right people are on the
bus’ at the right time. In addition,
sales enablement involves
keeping all of the seats on the bus
f i l l e d , s o t h a t t h e s a l e s
organization is operating at full
capacity.
The goal here is clear: Hire the
right people, for the right jobs at
the right time.
RECRUITING AND
HIRING THE BEST
POSSIBLE SALES
FORCE.

12. Once the right salespeople are
onboard, a lot of effort is focused
on improving their skills and
knowledge to enable better and
more consistent execution of key
activities. Sales enablement
ensures the business is delivering
the right training content,
effective learning tools, coaching
programs and performance
improvement plans.
The goal is simple: continuously
improve the sellers’ ability to sell.
TRAINING &
COACHING

13. Whether it is CRM, Marketing Automation,
Contract Management, Intranet Portals, or
other selling aids, a good sales enablement
team outfits their teams with the right set of
tools to collect, structure, process, and
report critical business information.
Sales Enablement also provides Content
Libraries, Battle Cards, Supporting Materials,
Case Studies, Applications and other tools
that equip their sales team to more effectively
collect, structure, process and report.
Whether high-tech or old school, the goal is
to outfit the sales team with relevant content,
supporting materials, technology and other
required tools to sell more effectively.
EQUIPPING
THE SALES
FORCE WITH
THE RIGHT
TOOLS.

14. These activities are designed to
measure how well the sales teams
and managers are performing. From
day-to-day metrics like sales calls
and proposasls to more extensive
quarterly qualitiative and quantitative
objectives.
The goal is to measure, analyze and
provide timely feedback with regards
to individual and collective team
performance and results.
ASSESSMENT

15. Only one-third of sales reps
meet or exceed quota, and
only 10 percent are
consistently high-
performers.

16. 7 Signs You Need Sales
Enablement

17. 1) LONG ON-BOARDING TIME
Onboarding is intended to quickly get reps up to speed.
Unfortunately, it takes about 7 months and almost
$30,000 to recruit and onboard a new salesperson and
87% of training is forgotten within weeks.
The Sales Enablement Solution
With the right tools in place, an organization can decrease ramp-
up time by 30-40% while increasing productivity and reducing
mistakes. Sales enablement tools further empower your sales
team with content and just-in-time sales guidance, enabling
them to learn about complex products and services quickly, and
with a level of knowledge deep enough to make the sale.

18. 2) LACK OF PRODUCTIVITY
Sales productivity is the #1 challenge for almost 65% of
B2B organizations, according to The Bridge Group. Sales
team productivity has a direct and significant impact on
revenue.
The Sales Enablement Solution
Less than one-third of a rep’s time goes to core selling. Time spent
on unproductive, repetitive and manual tasks is time spent not
selling. Any process you can automate saves time that reps can
employ on core selling activities. For example, a CRM can simplify
sales processes and automate workflows, increasing productivity
by 32%

19. 3) ONE-SIZE-FITS ALL APPROACH TO SELLING
Today’s B2B sales environment requires much more than simply pitching products.
Instead, buyers expect an individualized purchase process and a solution that takes
into consideration their unique needs, challenges and priorities. It is important to
understand your customer and how to tailor the sales process for relevance and
value, a task that over 40% of sales reps are unable to do effectively.
The Sales Enablement Solution
Personalization has become a scientifically-driven approach that matches content, messaging,
and sales strategy based on factors such as persona and stage in the buying process. A sales
enablement tool should use predictive analytics to proactively recommend next steps by sales
situation, customizing and adding value to the buyer experience.

20. 4) SLOW OPPORTUNITY PROGRESSION
The longer a prospect is stuck at a particular stage in the pipeline, the less
likely it is they will advance and eventually close. Sales reps must create a
compelling case for change and highlight the impact of not taking action
(i.e. the ‘cost-to-delay the benefit’).
The Sales Enablement Solution
Tools such as playbooks and battle cards guide sales reps and provide helpful
content that can be used effectively in their customer engagements. With just-in-
time coaching, you can ensure reps have the guidance they need to further the deal.
Collateral such as talk tracks and persona-based selling tips, can be instantly
accessible to reps for any sales situation.

21. 5) DEALS ARE CLOSED LOST WITH “NO OFFICIAL DECISION”
Studies reveal that 25-50% of forecasted deals end in no decision. The
Sales Benchmark Index reports that 58%of these stalled deals are lost to
the status quo, i.e. it’s easier to do nothing.
The Sales Enablement Solution
One of the best ways to override the status quo, is to demonstrate value. B2B buyers
look for partners who understand their business and pain points. Sales teams that
challenge and engage prospects are 2X as likely to reach their quotas. Sales
enablement tools recommend how to build or use a business case, helping reps to
engage prospects with relevant, value-add collateral that can advance the deal.

22. 6) UNUSED MARKETING CONTENT
An IDC survey found that 90% of marketing content and resources are never used,
and 88 percent of missed opportunities were impacted by sales access to relevant
internal resources. Furthermore, sales reps spend up to 30% of their time looking
for or creating content to share with prospects.
The Sales Enablement Solution
When 95% of B2B deals are influenced by content, reps must know what content to use and
when. A sales enablement tool uses real-time data to determine what content is most
effective at progressing deals and generating the highest ROI and suggests relevant content.
This allows sales reps to deliver the right message at the right time, keeping them focused on
sales objectives.

23. 7) BLURRY INSIGHT INTO WHAT WORKS AND DOES NOT
Studies from CIO Insights have found that making decisions without data impacts
sales, with 40% of survey respondents indicating that limited visibility into data
hurts sales performance. A data-driven sales strategy is about decreasing costs,
boosting productivity, optimizing effectiveness, and driving revenue.
The Sales Enablement Solution
Organizations that use sales analytics increase quota attainment four-times faster than non-
users. Sales enablement technology uses predictive analytics to determine how to message
and who to message, and then helps to replicate those best practices across the organization.
These insights enable the entire sales team to operate at a high-level by helping reps
understand what factors impact their successes, how to deliver relevant content, and what
changes will improve performance.

24. OTHER POTENTIAL SALES ENABLEMENT FUNCTIONS
There are multiple factors impacting sales performance, so make sure that your
Sales Enablement Strategy is thorough in assessing what is included and excluded
within your Sales Enablement Scope.
Other potential responsibilities may include:
• Internal Sales Contests
• Compensation Program
• Performance Based Bonus Assessments
• CRM and other Applications Administration
Remember Sales Enablement is NOT Sales Management

25. IN SUMMARY….
HOW DOES SALES
ENABLEMENT
ADD VALUE?

26. CONNECTING SALES
TEAMS WITH THE
MOST RELEVANT
CONTENT FOR EACH
OPPORTUNITY
ACCORDING TO
STAGE IN THE SALES
CYCLE

27. ENABLING SALES
TEAMS WITH THE
TRAINING THEY NEED
AND MEASURING THE
EFFECT ON BOTTOM
LINE RESULTS

28. TIMELY ALERTS AND
COMMUNICATION
DELIVERED TO THE SALES
TEAMS
(CONTENT ALERTS,
PRODUCT NEWS, ETC.)

29. EMPOWERING
MANAGERS AND PEERS
TO COACH REPS TO
GUIDE, REINFORCE AND
PROMOTE BEST
PRACTICES

30. PROVIDING FLEXIBLE
WAYS TO PRESENT
CONTENT TO CUSTOMERS
& DELIVERING REAL-TIME
VISIBILITY INTO WHAT
CONTENT CUSTOMERS
ENGAGE

31. APPLYING
ADVANCED
ANALYTICS TO
OPTIMIZE CONTENT
AND CONSISTENTLY
IMPROVE
PERFORMANCE

32. Q&A

36. Sales
Enablement
Tools

37. THANK YOU

38. Contact us!
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /DobleGroup

39. Doble Group, LLC
Doble Group, LLC is a boutique consulting firm that focuses on improving commercial
business results through CRM solutions and the alignment of the organization, its
processes and teams for success. We deliver our services through highly customized
consulting, training and coaching programs and the world’s #1 CRM technologies.