Sales Velocity Labs

Last week, the Revenue Enablement Society hosted an enablement workshop at the National Sales Conference in London. Our founder Kunal Pandya chaired a group discussion and addressed the participants: “We are at an inflection point within enablement. There have been far too many lay offs, teams wiped out, experienced professionals let go. A damning statistic is that there are more Chief Revenue Officer positions open, than VP of Enablement level positions. This all suggests the value of enablement is not perceived by business executives. We have to think differently about how we define enablement strategy, how we measure and communicate its impact to business executives, finance leaders and investors.” We know this is easier said than done, which is why we are creating the Strategic Enablement Blueprint course - available for pre-registration: https://lnkd.in/ee6HW6yf A huge thanks to Ben and Ellie for hosting the event. #ROIWarrior #Enablement 📸 Kieran Smith 📈

A Sales Enablement PRO report stated that 41% of enablers are not confident in their ability to prove business impact. We think there is a difference between being confident and actually proving business impact. In fact, the number of enablers not actually proving business impact is far higher. And this is the challenge we’re on a mission to solve. Sign up to the waiting list for the Strategic Enablement Blueprint course to create your path to revenue impact and: 🔺 Get out of reactive enablement 🔺 Deliver strategic business value 🔺 Enhance and differentiate your profile 🔺 Elevate your career 🔺 Increase your compensation 🔺 Justify further investment into enablement 🔺 Increase job security 👉 Sign up here: https://lnkd.in/ee6HW6yf #ROIWarrior #SalesEnablement #RevenueEnablement

🚀 Calling all Enablement Professionals: Yesterday, we pre-launched a brand new course for enablement professionals: Strategic Enablement Blueprint: Path to Proving Revenue Impact. This course is 100% focused on enabling you to measure and communicate the revenue impact and ROI on enablement - a game changer. Why do you need this course?: ▶️ To escape reactive enablement (think random acts of enablement!) ▶️ Deliver strategic business value recognized by c-suite executives ▶️ Enhance your reputation and differentiate your profile ▶️ Elevate your career and increase your compensation ▶️ Justify further investment into your enablement function ▶️ Increase job security in an uncertain economy 💥 Join the waitlist today, to secure these discounts: ▶️ 30% off for the first 10 signups ▶️ 50% off for enablement jobseekers ▶️ An additional 10% off if you join the waitlist and simply comment on this post with #ROIWarrior There is nothing to pay today and no commitment to buy. Become part of the #EnablementElite! 👉Learn more and join the waitlist today: https://lnkd.in/ee6HW6yf

📣 On the inaugural #WorldEnablementDay, Sales Velocity Labs is thrilled to announce the pre-launch of The Strategic Enablement Blueprint Course: Your Path to Proving Revenue Impact, dropping in September 2024! 🚀 Why This Course? This isn't just another eLearning course, it is the most hotly anticipated course within enablement right now - a game-changer for sales and revenue enablement professionals, whether you're new to the field or a seasoned leader. 🌟 The Challenge Proving revenue impact and ROI on enablement is the toughest challenge we face today. If we are unable to demonstrate evidence of revenue impact, VP-level positions will remain scarce, we won't have a seat at the revenue top table, compensation remains static, career progression is slow, and enablement will struggle for investment, while increasing the risk to job security in an uncertain economy. 🔍 The Course After over 16 years within enablement, I’ve crafted a comprehensive blueprint that can transform your enablement function and career. You will learn how to: • Escape reactive enablement (think random acts of enablement!) • Deliver strategic business value recognized by c-suite executives • Enhance your reputation and differentiate your profile • Elevate your career and increase your compensation • Justify further investment into your enablement function • Increase job security in an uncertain economy 📚 What’s Included? • 13 detailed modules • 23 in-depth self-paced lessons • Over 6 hours of valuable, bite sized video content • Tools, guides, templates, and assignments • A 1:1 coaching session with Kunal Pandya • A vibrant community of learners to collaborate and engage with • Upon certification you will receive an exclusive certificate, a digital certificate proof link, and an embeddable HTML badge for your blog or LinkedIn profile.  • Exclusive Swag! ✨ Special Pre Launch Offer! Be among the first 10 to sign up for our waiting list and secure a 30% discount upon launch. If you are an enablement jobseeker, you can secure an exclusive 50% discount upon launch! To secure a further 10% discount, comment on this post with #ROIWarrior 🔥 Don't Miss Out! Sign up today and join the Enablement Elite and become an ROI Warrior! 👉 Watch the announcement video below. Further information and link to join the waiting list is in the comments!

🚀 Today is #WorldEnablementDay and we have something special to announce at 7:00am PST, 9:00am EST, 2:00pm BST, 3:00pm. 👀 Watch this space!

🗣️ We've recently been having conversations with CROs and CSOs who believe their enablement function may be failing. 💡 Here is a summary of what we learned from them: 1️⃣ Operational rather than strategic enablement One of the most common reasons for sales enablement failure is a focus on operational rather than strategic enablement. This means that enablement teams are primarily focused on providing sales reps with training and resources they need to perform their day-to-day tasks, rather than focusing sales enablement efforts on the real business needs that drive revenue. 2️⃣ Lack of business alignment Another common reason for sales enablement failure is a lack of alignment with overall business goals and strategies. This can happen when sales enablement efforts are not properly integrated with other functions such as customer success, marketing and product development. To avoid this, companies should ensure that sales enablement efforts are closely aligned with overall business goals and strategies, and that there is clear communication and collaboration between all relevant functions. 3️⃣ Lack of strategic priorities Another major reason for sales enablement failure is a lack of strategic priorities. This can happen when companies do not have a clear understanding of what their sales enablement efforts are trying to achieve, or when they try to do too many things at once. A common misconception within enablement is to increase output. Too much enablement can create complexities with sales reps, hindering adoption. To avoid this, companies should establish clear and measurable objectives for their sales enablement efforts, and prioritize their efforts based on what will have the greatest impact on overall business performance. 4️⃣ Lack of stakeholder buy-in Another common reason for sales enablement failure is insufficient buy-in from stakeholders. This can happen when sales reps, managers, and other stakeholders do not see the value in the sales enablement programs and initiatives, or when they do not understand how to use the resources provided effectively. To address this, companies should engage all relevant stakeholders in the sales enablement process from the start, and provide training and support to help them see the value of the tools and resources provided. Demonstration of value is key. 5️⃣ Lack of measurement Many companies struggle to measure the success of their sales enablement efforts. Without proper measurement, it can be difficult to know what is working and what is not, and why we must focus on any particular initiative. To avoid this, companies should establish KPIs that correlate enablement programs to revenue impact, and regularly evaluate the performance of their sales enablement function. Agree or disagree? Drop us a comment below.

Measuring sales enablement ROI has been one of the core challenges of the enablement profession over the years. The challenge of attributing revenue impact to enablement's efforts, and the risk of damaging credibility has veered enablers away from it. However, it can be done. As part of the @Enablement Evolved episode series, our founder and CEO Kunal Pandya discussed this with Kieran Smith and Hector Forwood. They delved into: ▶️ The fact that a strategic enablement function is an ROI-centric enablement function ▶️ The challenges and risks of using revenue metrics with business executives ▶️ Overview of the Sales Velocity Equation ▶️ Correlating leading indicators to lagging indicators ▶️ Using our Sales Velocity Simulator™️ to drive ROI on enablement Watch the bite-sized video:

10 things to NOT do as a Sales Enablement Professional. Let's go!: 1️⃣ 🚫 Neglecting to align sales and marketing strategies for seamless collaboration. 2️⃣ 🚫 Conduct random acts of enablement - driven by who shouts the loudest or says it the most. 3️⃣ 🚫 Rely solely on gut feel or intuition. 4️⃣ 🚫 Think you're doing a great job, just because your reps tell you that you are. 5️⃣ 🚫 Fail to leverage innovative technology and sales enablement tools for improved efficiency. 6️⃣ 🚫 Underestimating the value of customer feedback and insights in shaping sales strategies. 7️⃣ 🚫 Measure enablement based on volume of activity or completions. 8️⃣ 🚫 Failing to establish a common operating framework for opportunity full-cycle qualification - e.g. MEDDPICC, Gap Selling etc. 9️⃣ 🚫 Failing to adapt to changing market trends and customer preferences. 🔟 🚫 Ignoring the power of data analysis and insights in defining, correlating and measuring enablement strategy and outcomes.

🚀 Gartner reveals 65% of B2B Sales Organisations Will Transition from Intuition-Based to Data-Driven Decision Making. Here are our five key tips that will empower CROs to embrace this transformation and drive your sales team forward: 1️⃣ Harness the Power of Data Analytics Data is the lifeblood of informed decision making. Invest in robust analytics tools that provide real-time insights into your sales processes, key metrics, customer behaviours, and market trends. By leveraging data analytics, you can uncover patterns, identify areas for improvement, and make data-driven decisions that yield tangible results. 2️⃣ Define Clear Key Performance Indicators \(KPIs\) Establishing meaningful KPIs is crucial to define the right revenue strategies and measure their effectiveness. Look beyond traditional metrics like revenue. Consider incorporating driving indicators such as sales velocity that correlate to leading indicators such as conversion rates, competency performance, process adoption and buyer engagement. By tracking the right KPIs, you'll gain a holistic view of your sales performance and make data-driven adjustments along the way. 3️⃣ Foster a Data-Driven Culture Transitioning to a data-driven decision-making process requires a cultural shift within your organisation. Encourage your sales team to embrace data and analytics as powerful tools that drive success. Provide training on data interpretation, foster collaboration between sales and data teams, your Enablement and RevOps teams, and recognise and celebrate data-driven achievements. A culture that values data empowers your team to make smarter decisions backed by evidence. 4️⃣ Leverage Predictive Analytics Move beyond historical data and embrace the power of predictive analytics and simulation. By using advanced algorithms, you can anticipate customer behaviours, identify cross-selling and upselling opportunities, and optimise your sales process. Predictive analytics allows you to proactively address customer needs, stay ahead of the competition, and guide your sales team towards success. 5️⃣ Continuously Iterate and Experiment Embracing a data-driven approach means constantly learning and evolving. Encourage your sales team to experiment with different strategies, analyse the outcomes, and iterate based on the data. Embrace a culture of agility and adaptability, where failures are viewed as opportunities to learn and grow. By constantly refining your approach, you'll uncover new insights, optimise performance, and stay ahead in a competitive marketplace. The transition from intuition-based decision making to data-driven strategies is not just a trend; it's a necessity for sales organisations that aspire to achieve sustainable growth. By following these five key tips, you'll empower your team to make informed decisions, gain a competitive edge, and hit your revenue targets. #ROIWarrior #DataDrivenSales #SalesPerformanceOptimization #ThoughtLeadership

Old Enablement ————————- ▪️Reactive / Random Acts ▪️Content ▪️Training ▪️Onboarding ▪️Static KPIs New Enablement ————————— 🔺Strategically Aligned Prioritisation 🔺Competencies 🔺Buyer Experience 🔺Just-in-Time Coaching 🔺Spaced Repetition 🔺Seller Engagement and Experience 🔺Product / Marketing / Revenue Alignment 🔺Data-Led 🔺Program Specific ROI / Revenue Impact Of course, Training, Onboarding and Content are still critical programs within Enablement, but it’s time to broaden the spectrum. What have I missed? #ROIWarrior Sales Velocity Labs