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Mike Lieberman, CEO and Chief Revenue ScientistTue, Nov 8, 2016 5 min read

5 Signs You Need to Work with a Dedicated Sales Enablement Consultant

{}Working with a dedicated sales enablement consultant can be the best thing you do for your business. Through this investment, you can boost sales efficiency and performance and improve your profits. For some, sales enablement could mean the difference between success and failure in the business world—that’s how important it is.

Not sure if you need to work with a sales enablement consultant? Here are five telltale signs that indicate that you do.

1. You Recently Implemented Inbound Marketing

Implementing inbound marketing is a great first step towards becoming in sync with the new buyer’s journey. However, your marketers aren’t the only ones who need to adopt the inbound methodology. They’re not the only ones who need to change their mindset, their strategies, and their technology.

The inbound experience must continue seamlessly from lead generation to the closed sale. Consumers will be confused if they’re educated and nurtured throughout the start of the sales process and then abruptly approached with aggressive and manipulative sales tactics at the end. Today’s consumers do not respond to old-school selling tactics, one-size-fits-all content, or generic information. They want personalization.

Your sales people need to adapt and change their sales process to improve the inbound experience. The sales process must be in tune with the way customers shop today. They need to learn new inbound selling tactics, learn how to effectively engage and communicate with inbound leads, and learn how to close sales in an inbound world. Otherwise, you’ll just continue to generate leads that your sales people won’t know how to close. And you’ll miss out on sales because of this.

2. Your Sales People Aren’t Using Your New Tools and Tech

In order to improve your sales process and enhance sales productivity, you’ve invested in CRM and other sales tools. But the problem is, your sales people still aren’t using them. They’re continuing on with their ineffective ways—their manual inputting of data, their spreadsheets, their trial-and-error selling.

The challenge might be twofold: your sales people do not understand why they need to use CRM and sales tools and how doing so will benefit them, and they do not know how to use them.

A sales enablement consultant can explain why sales tools and CRM are important in today’ sales process and can train them to use the programs to their fullest to ensure that productivity improves and sales people can get back to selling.

3. Sales Is a Guessing Game

If your sales people do have not have a defined and repeatable sales process to follow, sales will suffer. Making decisions without adequate data and intelligence severely undercuts sales. Reps need to know exactly what steps to take during every stage of the sales process. A sales enablement consultant can help you define your sales process and create a data-driven sales strategy that enhances productivity, optimizes sales efficiency, and ultimately drives revenue.

4. Sales and Marketing Aren’t Aligned 

Effective sales and marketing alignment will drive results. If reps are spending a large portion of their days looking for or creating content to share, and the majority of your marketing content isn’t being utilized simply because there is no communication and sharing between the two teams, you will lose out on opportunities. Furthermore, lack of communication will undercut the flow of lead intelligence and feedback that can help improve lead generation, nurturing, and conversion.

A sales enablement consultant can help you improve sales and marketing alignment.

5. You Need a Competitive Edge

It’s a competitive world out there. If you need a competitive edge to stand out from the crowd, then sales enablement is a must. It can help you to improve sales productivity and effectiveness to ensure that you do not lose out on opportunities due to poor selling skills, a poor sales process, or lack of efficiency.


Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.