A Sales Enablement Program
Organizations are finding that occasional sales training is not enough for predictable revenue and sustained growth. This is where Sales Enablement programs come in.
Sales Enablement is an enablement effort that is siloed in Sales. When a piecemeal plan for supporting Sales is no longer effective, it’s time to consider Sales Enablement.
Sales Enablement isn’t a quick fix to help get in doors. It’s not CRM. It’s part of Sales Operations that sits inside of overall Market Operations. The point is to move customers through the sales process where a customer can make decisions with a higher likelihood of buying. Sales Enablement is driven by the goals of Sales. It can be built internally or it can be outsourced to a dedicated resource.
Stephanie Koch, President The AxisPointe
Sales Enablement is much different than Revenue Enablement. Sales Enablement is focused on the needs of Sales teams. Cross-functional alignment is driven by the needs of the sellers.
| Sales Enablement | Revenue Enablement |
| Helps Sales teams move customers through sales processes | Maximizes revenue potential at all customer touch points |
| Sales focused | Customer focused |
| Supports Sales | Supports the customer |
| Prioritizes Sales goals of Sales teams | Prioritizes customers & revenue goals simultaneously |
| Siloed in Sales with cross-functional relationships | Cross-functional across the organization |
