Aligning the Sales Enablement strategy internally seems to be quite obvious to every sales enablement professional. This is, for sure, valid when mapping it with the corporate strategy. It provides overall guidance concerning overall strategic objectives and revenue goals. However, some roadblocks might occur if this strategy is not aligned with other functions such as marketing, portfolio management and sales.
In order to execute, successfully, on your sales enablement strategy it is crucial to integrate additional functions within your planning process at the very beginning:
- Portfolio Management: Get insights from your portfolio team at a very early stage of your planning process. What products/services will be launched in the near term or are there any updates within the existing portfolio. With having this in mind, you will have some great starting point in jointly creating your Sales Enablement strategy with sales and determine and education needs.
- Marketing: It does not seem to be obvious, but marketing should be also an integral part of your planning process. Align with them in order to get an understanding up planned and upcoming campaigns. This gives you the opportunity to link your Sales Enablement activities closely with marketing. With that in mind you might be also able to identify any additional enablement and training priorities reflected within you planning process. Sales will highly appreciate this approach, as you are enabling them to customer requests based on a specific campaign.
- Sales: Last but not least, and this might be the most important part, align with Sales. A deep understanding of sales priorities, education needs and gaining insights into latest market trends is key to create tangible Sales Enablement materials. Make sure you have Sales constantly reviewing your enablement plan and adjust.
Also keep in mind there might be regional adjustments to make.