Because Sales or Field Enablement is such a complex, rich, interconnected space, it helps to manage it all via a framework. I use the following 8-item outline for setting strategy and organizing execution:
- Communicate the Vision
- Align the Organization
- Enablement Advisory Board
- Customer-centric methodologies
- Competency-based Learning and Performance
- Data capture and Root Cause Analysis
- Appropriate Toolset and Infrastructure
- Content Management
Click on the links to the left to navigate to detailed descriptions of each component.
Hat tips and references
Most of these ideas come directly from my brief time working with Dick Dunkel and Mark Tefakis at Sprinklr. Mark has an excellent track record with his 5 Pillars for World Class Enablement model. I've "borrowed" versions of all five above and added three more explicitly, some of which were implicit in Mark's ideas. In some cases I've made names more explicit ("Root Cause Analysis") and in other cases I've generalized ("Appropriate Technology and Infrastructure").
Some of the methodology and process used at Sprinklr came from consulting work done by Force Management. Other ideas around sales coaching and front line managers have been developed from conversations with Matt Jordan at Force.
In addition I've taken ideas from Elay Cohen's SalesHood and Cory Bray and Hilmon Sorey's Sales Enablement Playbook.
Finally I'm learning every day from colleagues in the Sales Enablement Society, and from discussions on LinkedIn and Facebook.
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