My last post covered Step 2 in getting started with sales enablement – constructing a pilot program that ensures a thorough period of testing and adoption before the final solution is created and launched.
After the 10-12 week pilot is complete, it is now time to turn our attention to BUILDING the sales enablement solution. This is the stage where the complete solution comes together, built on the success and learnings from the pilot program.
Your objectives:
1. Add additional lines of business, products, service offerings
2. Design customizable features
3. Implement administrative features, such as dashboard reporting, tracking, and automatic updating
4. Provide training and feedback loop
5. Promote with internal launch campaigns using email, social media tactics, incentives and success stories
How long it should take: 12-24 weeks
What you should receive:
1. Desktop and/or web delivered versions of complete presentation
2. Completed presentation assets for multiple lines of business and multiple offerings
3. Customizable features
4. Administration portal
5. Export capability
A sales enablement solution should be designed in the manner of any development project. It should follow a strict process from strategy to execution, with agreed upon deliverables at each phase of the project. And as with any design project or marketing initiative, take the time to align internal stakeholders, discover the needs of both your sales force and customer. The result will be a scalable, on-target initiative that resonates with your customers, closes deals, and ties new revenue to your sales enablement investments.