Your sales team connects your company to its clients, your solution to their pain. The rest of your workforce helps sales find better-fitting clients, better-connect to those clients, and better-serve those clients with relevant messaging and products.
We discussed what sales enablement does and what it does not do earlier this month, but today I am going to answer how you — whether you are the CEO, CSO, CPO, CMO, CRO, etc. — can ensure sales enablement works toward your revenue performance (i.e. your bottom line) for the long haul.
Introspective Accountability
As a business leader, you help encourage that the cogs in the sales enablement team continue spinning. The tiniest shortcoming from yourself or an employee threatens to upset the whole sales enablement machine and to hurt your revenue performance.
Here are some strategies for holding yourself and your internal team accountable to sales enablement and revenue performance:
Keep dialogues with your team