You’ve probably heard about “sales enablement” by now. Some people are skeptical, thinking it’s just the latest buzzword in business circles. But sales enablement is more than a passing fad; it helps your sales reps do their jobs to the very best of their ability. You provide them with the skills, tools, and resources they need to succeed.
It’s little wonder sales enablement has garnered such a following. Yet many people are still confused and overwhelmed by the concept, so much so they’re at a loss for how to use or implement sales enablement in their own organizations. That’s when you need to engage a consultant.
What Does a Consultant Do?
The sales enablement consultant functions much the same way any other business consultant does. You hire a third party to come into your organization, evaluate your operations and your processes, and recommend what you can do differently.
The consultant will help you devise a sales enablement plan to implement in your firm. The consultant may make recommendations about training opportunities, the tools you use (or should be using), and other steps you can take to enable your sales reps to do their jobs more efficiently and effectively.
The consultant can also assist with implementation of the plan and later advise on “maintenance” of the plan, recommending additional training or new tools.
An Expert Ally
Even knowing what a sales enablement consultant does, you might still wonder what such a professional can do for your firm. Yes, devising a plan is very helpful, but can’t you do that on your own? Similarly, you might feel capable of deciding which training opportunities or tools to provide to your team.
And you might very well be equipped to make those decisions. The consultant can make the process easier, however. There are many, many tools and tactics on the market, and all of them will claim that you need to enroll your salespeople in this program or provide them with that tool in order to get the most out of them.
A sales enablement consultant has been around the block and knows what works—and what doesn’t. Consultants’ advice is expert, and you can rely on them to tell you what you really need.
An Outsider Perspective
Another advantage of working with a sales enablement consultant is the ability to get an outside perspective. You are the expert on your own business, and you have all of the insider knowledge about your sales team, your processes, and every other facet of your business.
Sometimes, all that knowledge makes it difficult to see the forest for the trees. A sales enablement consultant can bring an outsider perspective to your business. While the consultant will work with you to carefully craft the best plan for your business, he may be able to point out things you didn’t see or wouldn’t have thought of. This clear view from the outside can give you a new perspective—which could be the key to growing sales in your organization.
Help Every Step of the Way
Sales enablement is not a small process, even though some firms treat it like one. It’s not a single tool or a one-day workshop you send your team to. Rather, it’s an ongoing process with various steps and stages that you’ll begin to roll out and continue to implement over time.
When put into those terms, sales enablement becomes a daunting prospect for many people. It sounds tough, intensive, and even overwhelming. Luckily, a sales enablement consultant makes it easier. A consultant will be with you every step of the way, from evaluation and design, to implementation, to follow up. If there’s one way to make implementation of a sales enablement program a breeze, it’s engaging a sales enablement consultant to help.
Posted By Author 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.