Next Level Sales Coaching

12Sales Enablement Best Practices

PEOPLE USE THE term “sales enablement” in many different ways. Here we are focusing on some of the capabilities and best practices that deliver the biggest benefits for both frontline and senior sales managers. All of the capabilities described below can be implemented separately, or you can subscribe to a platform that offers some combination.

Micro Learning

Whether you need to change the tail-light on your car, tune a guitar, or change your pranked iPhone from Korean back to English, you can learn how to do just about anything on YouTube within about 5 minutes. We have all come to expect that, because it is on-demand and highly efficient. Sales training today should be just the same when deploying e-learning or video.

Video

We believe that the core of sales management is sales coaching. Much of this book talks about how to deliver skills training in face-to-face situations. It's about explanation, demonstration, practice, and repetition. Video is one of the most impactful technologies to have come out of sales enablement so far. If you have budget, you can subscribe to one of the sales coaching video platforms. If not, you can use a share site or even email.

If you attempt to implement a commercial video coaching platform, be aware of three ways in which it can fail: (a) sales leadership does not hold salespeople accountable to submit their videos; (b) sales leadership does not hold sales managers accountable for reviewing the video submissions ...