Sales Enablement

Is Sales Enablement really next big thing on the sales market?

Sales enablement is hot thing in the sales market, especially in the technology companies (SaaS)...

Written by Hrvoje Gabelica · 2 min read >

Writing first post is probably hardest thing is the worst thing you can do. Writing about totally new topic is worse than previous sentence.

Honestly, I have been rusty in my writing skills since I wrote my last blog post in 2019. about a totally different topic called data science. Hope it will improve over time.

Currently my topic of obsession is term Sales Enablement since this is my current passion and this is my everyday job. I don’t represent any sales enablement vendor or any training house.

But, what is Sales Enablement?

There are many definitions of Sales Enablement on the market, and every Sales Enablement vendor have terms that perfectly fits their product.

Just by googling Sales Enablement we can many interesting quotes.

Let’s take look on some of them.

Sales enablement is “a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology.”

CSO Insights

Sales enablement is the iterative process of providing your business’s sales team with the resources they need to close more deals. These resources may include content, tools, knowledge, and information to effectively sell your product or service to customers.

Hubspot

Sales enablement means equipping your sales teams with the right strategies, tools, content, and other resources to help them succeed.

Sales Hacker

We can’t finish talk on how Sales Enablement is important without mentioning these cool statistics from Aberdeen.

  • 32% higher team sales quota attainment,
  • 24% better individual quota achievement, and
  • 23% higher lead conversion rate.

And that’s not all. You’ll also find terms like Revenue Enablement, Revenue Readiness, Customer Facing Enablement (this is my official role) or Sales Readiness (name of the blog) and usually mean the same thing.

Where is the potential?

Sales enablement is hot thing in the sales market, especially in the technology companies (SaaS) and there is clear reason why we have spikes on word sales enablement (picture below).

Sales enablement market is on the rise, but also it’s really unspecified what the role and responsiblities should look. For some companies it’s more oriented on marketing, on the others it’s more about learning & development, for other is all about training and coaching. I’m more prone to the sales orientation and holistic approach since sales enablement is the end about sales people. Holistic approach to sales readiness would be main anchor to my future blogposts. But let’s leave it here for the first post.

Google Trends on term Sales Enablement (2016 – 2021)

Another big thing: career opportunities. If you type term Sales Enablement on the LinkedIn it will return 26060 job opportunities and you can easily find that biggest companies like Salesforce, Amazon, Facebook are looking for the sales enablement professionals.

What is my experience?

I don’t have romantic story about how I changed thousands of sales lives with my perfect sales program, training or playbook, but I can summarize my approach to sales enablement: advisor/consulting mindset, problem finder and science orientation.

For last seven and half years I was working as sales consultant in business intelligence industry and my mission was clear: to enable organization to be data driven. In that period of time I worked with awesome organization, teaching 500+ people about how to use data to make business decision and travel around the world. That shaped my consulting/advising psilosophy which is backbone of my selling principles.

Today I work in first Croatian SaaS unicorn Infobip as Customer Facing Expert where I have opportunity to work with many wonderful people on how sell effectively and how to help customers to make better life decisions.

What I’ll write about?

Let’s wrap it up.

My writings would be oriented around sales topics that I’m really passionate about:

  • Challenging existing limiting beliefs about sales
  • Sales methodologies and sales process that really work
  • How consulting mindset is big next thing
  • How having sales principles will save your sales life
  • Why sales is real profession and how practicing skills is not only for sSales skills
  • Why Sales Leadership is more than counting activities, reading numbers and tell people what to do
  • How to be critical on sales KPI’s & metrics

Probably there would be many topics that would be added over the time and my posts would be in the bite sized format (around 2 – 5 minutes reading) to adjust on today’s people attention pan.

See you in the another post!