The Building Blocks of Sales Enablement

4

Sales Support Content

Sales support content is what supports your sales force while they are selling as your leadership team intends—that is, following your sales process and using your sales methodology. Sales support content includes:

•  Performance support

•  Sales playbooks

•  Materials

•  Tools

•  Workflow performance support software

When sales support is delivered digitally or through software, this category blurs with the building block for sales technology and tools. In this case, the software enables the use of the content, but the content itself (which is usually the sales methodology or how you want your reps to sell) is the sales support content.

The difference between performance support and workflow performance support is simple: ...