The Enablement Framework is ordered for a reason. What we've defined above on the Enablement process, methodology, competency-based learning and data capture should drive requirements around Technology and Infrastructure. Content management for sales is also a key enabler, and should be included in the "tech stack."
Typically, the central applications are:
- CRM
- Learning Management System (LMS)
- Data and Analytics tools (often owned by Sales Ops)
- Prospecting, discovery, email, social and other selling tools
These applications may need to interact with other peripheral systems such as:
- Sales and Marketing content management
- Sales coaching systems
- Onboarding tools
- HRIS
- Finance and accounting software
Architecture and infrastructure includes how these all tie together. Ideally, Enablement teams need to work with Sales Ops, IT and HR to design an integrated system with an eye to:
- Keeping all systems up to date and synchronized
- Reducing manual effort
- Flexibility to add in or swap out tools as needed
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