From the course: Sales Enablement: Design Programs That Drive Business Strategy
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Role-based sales enablement
From the course: Sales Enablement: Design Programs That Drive Business Strategy
Role-based sales enablement
- [Narrator] If there is absolutely one thing we've learned over the years about what makes a successful enablement program, it's this, the best programs are those designed according to each seller's role. To do that, you'll need to have a framework in place that's easy to understand, and that's focused on the measurements that are proven to drive business results. I was once in a conversation with a client, who sent us a lot of their content to review. In our first conversation, I asked them, "Who uses this content?" I wanted to go through it all piece by piece and understand who the target seller was. There was a fair amount of confusion and they kept saying, "It's for the sellers," and I kept saying, "I understand that, but which seller?" Chaos ensued. I finally figured out what they meant is that all of the content truly was for all of the sellers. They didn't differentiate any of the materials or content depending…
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