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Mike Lieberman, CEO and Chief Revenue ScientistThu, Nov 10, 2016 5 min read

5 Signs You Should Seek Help from a Sales Enablement Consultant

{}When it comes to sales enablement, a do-it-yourself approach is rarely the best option. After all, you wouldn’t trust just anyone to run other aspects of your business, so why try to formulate an inbound strategy if you’re not an expert in the field? You need to master sales enablement’s tools and techniques before you can teach them to others. Otherwise, your efforts will just be a case of the blind leading the blind. 

The right consultant will teach your employees everything they need to know to boost sales and close deals. Not only will your team learn to work in this new business environment, but they’ll also be able to adapt to new changes more easily. While you may resist spending extra money for this training and onboarding, you won’t regret it when your productivity increases and you generate more revenue. If you exhibit any of these five traits, a sales enablement consultant may be able to work wonders for your company.

1. You Don’t Have an Inbound Strategy

If you don’t already have an inbound strategy in place, it can be dangerous to go it alone. There are many components to both inbound selling and marketing that you’ll need to understand before you can reap their full benefits. If you’re not clear on how your website, social media, content creation, and landing pages/calls to action will change, you may not be able to articulate your strategy to your staff. This will lead to confusion and halt productivity, sinking your efforts before they even get off the ground. The right consultant can help integrate all of these tools into your plan, and even introduce some additional sales enablement platforms that will make day-to-day work even easier.

2. Your Sales and Marketing Departments Don’t Communicate

Your sales enablement and inbound strategies will flounder if your marketers and salespeople don’t work together. As online platforms tell you more about your customers, your sales team will need to get this information from your marketing department to close deals effectively. Meanwhile, marketers will need to get feedback from salespeople to learn which elements of their inbound strategy are working properly. While it can be difficult to bridge this gap, consultants can help you start a dialogue between these groups.

3. You Aren’t Closing Enough Deals

If your sales keep dropping despite your best efforts, it may be time to call an inbound agency for help. Its dedicated professionals can assess your strategy to determine where the problem lies. Once they’ve established the issue, they can give you a solution that will help you generate revenue again.

4. Your Salespeople Use Aggressive Tactics (and Are Reluctant to Change)

Getting salespeople onboard is one of the hardest parts of implementing a sales enablement strategy. Often, sales staff are trained to follow very precise methods, so getting them to abandon their habits can upset them. But if they use aggressive techniques to make a sale, they may scare away customers. This can demotivate your entire sales team if you can’t close enough deals. Inbound agencies are devoted to helping your employees adapt to new sales strategies, which will help your salespeople develop the skills they need in a fast and easy manner that minimizes any potential disagreement.

5. Sales Representatives Keep Leaving Your Company

As suggested in the previous point, outdated methods can have a negative effect on your whole team. If some sales representatives believe they’re carrying dead weight, or if others believe they aren’t skilled enough to contribute, then all of them are going to want to look for a new office environment that suits their outlook. This will cost you a fortune in staffing and training costs. An inbound agency can boost your sales team’s skills so that everyone meets their quotas and everyone stays satisfied.


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.