Sales enablement is more than just a passing fad or another name for learning and development. It’s evolving into a feasible response to dynamic market forces, changing buyer expectations, and internal teaming challenges that often create barriers to the value communication process between your organization and your client’s organization. In recent years, sales enablement has emerged as a cross-functional discipline comprised of sales, marketing, and product leaders and their teams working together to communicate value through more relevant sales conversations, often creating more profitable client relationships in times of massive change and complexity.
Why the increased focus on enabling the sales force? CEOs have revamped their business strategies to respond to market forces and are looking to their teams to sell to a wider variety of stakeholders. This means the role of their customer-facing, revenue-generating knowledge workers must evolve. That means the skills and knowledge that salespeople had in the past, isn’t going to help them be successful in the future. Additionally, the value communication process requires input from product, marketing, and sales teams in order to help salespeople deliver the right message to buyers at higher levels in the organization.
As buyers face constant change, our clients have to change how they sell as well. Together we can assess your organization’s sales strategy, and ensure the right sales roles are identified to achieve that strategy. We’ll also help you match the skills of customer-facing, revenue-generating roles in marketing, sales, customer service, and delivery to that evolving business strategy, so you can achieve specific business outcomes. Through our proven methodologies, we bring critical leaders together like Sales VPs, HR leaders, Learning Leaders, Marketing and Service leaders, so their teams can collectively add more value to your customers. We do that with our proven methodologies and approaches designed to help you change behavior across your organization, meaning your sales team communicates value more clearly while achieving sales results more quickly, leading to increased margins and improved cross-selling rates.
Figure 1: Common Problems for the VP of Sales
Sales Excellence Profile
Sales Enablement - Pharmaceutical Industry
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Training and Change Management - Pharmaceutical Industry
GP Strategies Hires Sales Enablement Industry Thought Leader Brian Lambert
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Knowledge Transfer as It Applies to Pharmaceutical Sales Training
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