Sales Enablement

Learning Strategy

As companies begin to consider or implement sales enablement technologies, one question they encounter is - What should the learning content strategy look like?

Whether you're introducing a new product training program, improving your onboarding process, or working to move a key metric, the trick is to optimize content creation and deployment for maximum results.

This requires a clear line of sight from expected business outcomes to current competencies. The learning strategy needs to address this gap, and include mechanisms that will make sales people accountable for applying skills that were acquired during the learning initiative.

Formats for Learning Delivery

Support for today's sales practitioners needs to come in the form of material that fine-tunes selling skills to buying preferences, in formats that are easy to consume on-the-go.

This involves taking a blended approach that relies on different modes of learning delivery to align to different learning needs.

We need to view sales enablement initiatives as a well-rounded performance support solution that addresses all stages of the 5 Moments of Need framework. It therefore requires a healthy blend of formal training and on-time performance support.

Learning Framework

We believe that a big part of the solution also lies in adopting a framework that allows for constant material updates. In other words, keeping our ears to the ground to collate feedback from the field, and adapt learning material to it constantly. Only this can ensure that the learning material is relevant and consistently aligned to the desired business outcomes.