Change management has always been complex, but it appears to be even more difficult this year. This could be owing to the enormous professional and personal changes we’ve all had to deal with in the aftermath of the global pandemic. The fact is that we’ve become accustomed to change, and people are fed up with change. 

Change and change management can be complicated in sales enablement today. For instance, field sales teams have already had to adjust to the new reality of relying on email, phone calls, and web conferencing instead of conventional face-to-face selling, where they can rely on making a personal connection. They’re dealing with a new remote-selling environment that’s full of diversions. They also have to deal with longer Zoom meetings and attention spans. With everything combining to derail their efforts to fulfil a quota in the new normal, the last thing sales teams want to do is implement any new training initiatives or learning procedures that, in their thoughts, will inevitably complicate their lives even more.

To help our visitors confront and overcome their complications, we recently held a live workshop with a sales enablement leader from one of the most effective asset management and financial advising organisations. We identified the five most common adoption roadblocks and offered seven solutions in our live workshop.

Steps to an Effective Enablement Session

The majority of strategic revenue initiatives fail – according to Bridges Consultancy, 67 % of well-crafted strategies fail to owe to inadequate implementation. It’s easy to understand why only 5% of employees are aware of their strategy. Employees do not want to carry out initiatives that they do not understand or to which they do not feel connected.

What can sales enablement supervisors do to help teams implement strategies more effectively? They must provide your teams with the resources, oversight, and support they need to bring your strategies to reality. Follow these steps to ensure that your enablement and sales leaders, as well as your salespeople, have the tools, expertise, and motivation they need to put your company’s strategies into action.

LAY THE GROUNDWORK FOR SUCCESS

Before taking your representatives off the floor for the next training exercise or activity, make sure sales leadership is on board. It’s critical to address natural scepticism about sales enablement tools or projects upfront and make sure sales leadership understands how you’ll help them increase their team’s performance.

Early and often, provide visibility and request feedback – sales leaders may assist in identifying potential objections that you may have overlooked. They can also assist you in articulating the WIIFM – what’s in it for me – to “sell the seller” and get the desired training outcomes. Request that sales leadership join you in holding their teams accountable for implementing the new training and putting it into practice in the field while assessing the results. Your employees will soon look forward to your training since they understand its benefits.

Allocate pre-work and reading before the training starts to motivate sellers and improve engagement throughout the training. A compelling training experience is created using a hybrid structure that incorporates pre-work, self-paced content, virtual roleplay, and webinars. You can keep learners interested by having a sales leader create a video demonstrating their best pitch or demo, for example.

Pre-training engagement can be aided by self-paced voice-over presentations and pre-recorded movies that educate material and demonstrate what wonderful looks like. Discussions and Q&A should be saved for the actual training session.

Clear goals, supportive management, and an established training style will provide the foundation for efficient enablement.

DURING THE TRAINING

During training sessions, all faced blank stares – one of the most common causes of low engagement is that your sellers do not know what’s in it for them.

It’s your job to “sell” your training to the salespeople, convincing them that it would help them create higher-quality leads in the same – or even less – time.

Traditional, one-size-fits-all playbooks are no longer applicable; in today’s changing sales environment, a dynamic playbook is required.

You may deliver your reps with information and instruction to equip your team for what they need to know, say, show, and do in each unique selling strategy using advanced sales enablement technologies.

Make your presentation dynamic and fun. To connect the dots between the training and action, ask questions, have sellers share their tales, or break into groups for activities. They will know that the knowledge supplied will ultimately make them, and the organisation, more successful.

AFTER THE TRAINING

Salespeople juggle hundreds of responsibilities every day, no matter how exciting and meaningful your training was. It will be rapidly forgotten unless your training is reinforced and muscle memory is formed in the field.

Promote the play or training materials across various channels, including email, your CRM, and your sales enablement platform, so that it’s immediately accessible wherever sales professionals spend their time. To avoid the natural forgetting curve that occurs after training, it’s critical to offer spaced knowledge and training reinforcement after the event to ensure that reps have accepted product messages and had time to assimilate that information. Ongoing training will be essential as well. To help your reps keep vigilant on their abilities, you might deliver courses, quizzes, coaching sessions, and more straight within your sales enablement platform.

Wrapping Up:

You can measure essential metrics to see if your enablement training landed inside and helped reps take off externally with their client encounters to determine the efficacy of your enablement. Enablement success can be measured by sales play adoption, curriculum completion, and pitched content performance. Likewise, utilise technology to request feedback on what worked, what didn’t, and what could be improved in the future. 

If you show that you listened to and acted on their feedback, sellers will be more inclined to step up, participate, and share.

Enablement is critical in ensuring that customer-facing personnel not only understand the goals but are also dedicated to putting them into action in a way that achieves business objectives.To know more about sales enablement platform visit: https://www.mindtickle.com/