Enable Sales Force

Enable Sales Force EnableSF strategise, fix problems, deliver quantifiable results and make difficult decisions on behalf of you to build an effective and productive sales team.

HOW CAN I IMPROVE THE ATTITUDE OF MY SALES REPS?In our post last week, we discussed Process in SPARK. To score well on S...
16/07/2021

HOW CAN I IMPROVE THE ATTITUDE OF MY SALES REPS?

In our post last week, we discussed Process in SPARK. To score well on SPARK is to have Competency (of the R.A.C.E. model for sales excellence, or “C” of R.A.C.E.). We talked about how you should streamline sales processes, by cutting down redundancies and optimizing revenue-generating processes.

This week, we will delve into Attitude of SPARK.

Psychologically, attitude is shaped by your sales reps’ belief system, and it is in turn shaped by experience.

Enable Sales Force advocates the people-oriented method to changing experience, and therefore attitude. For example, if you show up on time for meetings, it will create a wholesome experience for your sales reps when it comes to punctuality, internally. This will cascade to having a belief system that it is good to be punctual, and therefore change or shape your sales reps to be punctual in their dealings with clients.

Next week, we will talk about Resource of SPARK. It has to deal with your sales kit, prospectus and testimonials.

Do check out https://enablesalesforce.com and download our e-book for sales directors and founders today!

HOW CAN I IMPROVE SALES PROCESSES?Last week, we talked about Skill in SPARK of sales reps. Being skillful as a sales rep...
09/07/2021

HOW CAN I IMPROVE SALES PROCESSES?

Last week, we talked about Skill in SPARK of sales reps. Being skillful as a sales rep is important, an essential component of the R.A.C.E. model for sales excellence. We mentioned that having good persuasion and selling skills comprise that of highly skillful sales reps.

This week, we will touch on Process of SPARK.

P - Process

Process has to deal with best practices, territory planning and time & account management.
Truth be told, sales reps spend half their time NOT doing actual sales.

They may spend time updating customer contacts and sales meeting statuses on your CRM tool, or be doing sales administrative work such as generating invoices. Map out your current sales processes, and with the help of Enable Sales Force, streamline processes and w**d out unnecessary steps. Incorporate and embrace technology when it helps.

These are not time-wasting if you are able to increase revenue in the shortest time spent possible.

Next week, we will talk about Attitude of SPARK. It has to deal with morale and discipline of your sales reps.
Meanwhile, visit us at https://enablesalesforce.com and download our free e-book today!

HOW CAN I IMPROVE THE COMPETENCE OF MY SALES REPS?Last week, we talked about activities – doing the right things, doing ...
04/07/2021

HOW CAN I IMPROVE THE COMPETENCE OF MY SALES REPS?

Last week, we talked about activities – doing the right things, doing right things well enough and doing right things often. Today, we will discuss the “C” in R.A.C.E model for sales excellence – Competence.

Having competence as a sales rep means having SPARK.

What does SPARK stand for? Skills, Process, Attitude, Resources and Knowledge. In particular, this post touches on Skill.

S – Skill

It is about the art of persuasion and your storytelling and presentation skills. The rule of thumb for sales leaders is not to allow reps to sink or swim. Support them in their skills throughout their time with you.

Various stages of your Internal Sales Process require a slightly different skill set (although they are all consultative selling skills); our sales enabler is confident of equipping your reps with the necessary skills.

Next week, we will continue with P – Process of SPARK in Competency. It has to deal with sales processes, as the name suggests.

Visit https://lnkd.in/gWfK7kW today to download our ebook and learn more about Enable Sales Force.

HOW CAN I IMPROVE MY SALES TEAM'S ACTIVITIES?Last week, we talked about Results of the R.A.C.E model and mentioned how i...
02/07/2021

HOW CAN I IMPROVE MY SALES TEAM'S ACTIVITIES?

Last week, we talked about Results of the R.A.C.E model and mentioned how important it is to set SMART goals that are achievable and measurable

This week, we will touch on “A” – Activities. Sales itself can comprise of many activities – be it pre-sales, actual ISP/CBJ, and after-sales, but always remember, doing things right, doing right things often, and doing right things well enough will mean excellence in sales.

What do we mean?

For example, you could be a sales director at a B2B company. To do things right, consider participating in a trade fair rather than a roadshow campaign. To do right things often, each rep should spend x amount of time each week, visiting at least y amount of customers within a territory. And to do right things well enough, consider analyzing how sales rep A can visit y amount of customers plus 2 more, instead of sales rep B who only visits 1 customer per week.
With Enable Sales Force, we will make sure you do sales activities right, often, and well enough.

In our next post, we will talk about “C” of R.A.C.E. model – Competence. It has to do with your sales reps’ skills, process, attitude, resourcefulness and knowledge (SPARK).

For more information, visit https://enablesalesforce.com and download our e-book today!

HOW CAN I MEASURE THE RESULT OF MY SALES DEPARTMENT?In our last post, we introduced the R.A.C.E model for sales excellen...
02/07/2021

HOW CAN I MEASURE THE RESULT OF MY SALES DEPARTMENT?

In our last post, we introduced the R.A.C.E model for sales excellence and mentioned that planning with the end in mind is critical for sales success. This begins with R of the R.A.C.E. model – Results.

In planning for results, the criteria it has to meet is a S.M.A.R.T result. Briefly, the target result has to be specific, measurable, achievable, relevant and adhere to a certain timeline.

An example of a SMART result/goal will be “
· This year, I would like my new sales executives to bring in a 20% turnover increase, quarter-on-quarter (specific, measurable)
· Within 6 months of joining (measurable, achievable, timeline)
· Otherwise a PIP will be in place to w**d out non-performers (relevant, specific)”

Having a smart goal sets the stage and momentum for groundwork to be done to achieve it, as everyone is clear about the objective of the department. Without a smart goal, your sales reps will be like lost ships drifting in the giant ocean, unsure of which dock to anchor at.

Therefore, it is imperative that we always set a smart goal for the new quarter or year. This can be done together with Enable Sales Force’s sales enabler.

In the next post, we will explore A of R.A.C.E model – Activity. To summarize, it means doing the things right, doing right things well, and doing them enough/often.

For more information, visit us at https://enablesalesforce.com and download our free e-book today!

WHAT FRAMEWORK CAN I USE TO ENABLE SALES EXCELLENCE?In our previous post, we shared the Kirkpatrick’s model to evaluate ...
02/07/2021

WHAT FRAMEWORK CAN I USE TO ENABLE SALES EXCELLENCE?

In our previous post, we shared the Kirkpatrick’s model to evaluate sales enablement providers/vendors. Next, we want to share with you a model for which to plan and direct sales excellence.

Let us introduce the R.A.C.E. model to you.

R- Results, A- Activity, C – Competency, E – Environment

Briefly, result is the top-level sales goal that you would like to achieve for your team. It could be as simple as “30% year on year sales turnover increase”. Activity means doing the right things, doing right things well, and doing it enough, in order to increase sales. Competency deals with the skills, process, attitude, resources and knowledge of your reps, and environment deals with the sales and corporate culture created by your team/company.

By planning top-down and beginning with the end in mind, you can set a S.M.A.R.T sales goal for results, and then plan the right things and how to go about doing those things to achieve the results, through measurable areas in competency, and in an environment that encourages upskilling and fosters communication and sharing.

In our next post, we will talk more about Results. It entails questions like “How do I set quantifiable and actionable goals?” as a sales leader. By following the S.M.A.R.T. rule when setting a goal, your intended results will be well defined.

For more information on the R.A.C.E. model and SPARK, visit our website and download our e-book at https://enablesalesforce.com Do follow and like our post!

HOW DO I SCORE AND CHOOSE MY SALES ENABLEMENT VENDOR?The Kirkpatrick’s model is often used to assess the success of any ...
02/07/2021

HOW DO I SCORE AND CHOOSE MY SALES ENABLEMENT VENDOR?

The Kirkpatrick’s model is often used to assess the success of any training program. Created by Kirkpatrick Partners, there are four tiers in a pyramid that rate a successful training, namely: reaction, learning, behavior and results.

Below are a few tips on how to use the Kirkpatrick’s model to choose the right sales enabler for your company:

In assessing reaction, you can rate the vendor on how engaging he can be, and if he is versatile enough to adapt to different learners’ styles (to elicit reactions). During his sales pitch, observe his/her body language and how he/she construct a narrative, and his/her ability to condense big ideas into digestible and concise points. Question him on how he will handle different kind of personalities amongst your sales team, and how he will handle unforeseen circumstances that arise in a workshop or program.

For learning, make sure the vendor can give you a preview of the curriculum and whether learning points are concretely listed out. For behavior, question the vendor on how he is going to influence the participants to practice what they have learned. Two key ingredients of influencing are the vendor’s understanding of human psychology, and the ability and will to re-engineer processes when necessary.

Lastly, for results, ask how the vendor will quantitatively and qualitatively measure the results of his programme/workshop, and perhaps request a rubric from him. Post-programme discussions on whether service level agreement is met will then be more transparent and conflict-free.

Choosing amongst vendors for sales enablement?

For more information on sales enablement, download EnableSF’s free e-book for sales leaders at https://enablesalesforce.com

Last week, we talked about Results of the R.A.C.E model and mentioned how important it is to set SMART goals that are ac...
25/06/2021

Last week, we talked about Results of the R.A.C.E model and mentioned how important it is to set SMART goals that are achievable and measurable.

This week, we will touch on “A” – Activities. Sales itself can comprise of many activities – be it pre-sales, actual ISP/CBJ, and after-sales, but always remember, doing things right, doing right things often, and doing right things well enough will mean excellence in sales.

What do we mean?

For example, you could be a sales director at a B2B company. To do things right, consider participating in a trade fair rather than a roadshow campaign. To do right things often, each rep should spend x amount of time each week, visiting at least y amount of customers within a territory. And to do right things well enough, consider analyzing how sales rep A can visit y amount of customers plus 2 more, instead of sales rep B who only visits 1 customer per week.

With Enable Sales Force, we will make sure you do sales activities right, often, and well enough.

In our next post, we will talk about “C” of R.A.C.E. model – Competence. It has to do with your sales reps’ skills, process, attitude, resourcefulness and knowledge (SPARK).

For more information, visit https://enablesalesforce.com and download our e-book today!

In our last post, we introduced the R.A.C.E model for sales excellence and mentioned that planning with the end in mind ...
18/06/2021

In our last post, we introduced the R.A.C.E model for sales excellence and mentioned that planning with the end in mind is critical for sales success. This begins with R of the R.A.C.E. model – Results.

In planning for results, the criteria it has to meet is a S.M.A.R.T result. Briefly, the target result has to be specific, measurable, achievable, relevant and adhere to a certain timeline.

An example of a SMART result/goal will be “
· This year, I would like my new sales executives to bring in a 20% turnover increase, quarter-on-quarter (specific, measurable)
· Within 6 months of joining (measurable, achievable, timeline)
· Otherwise a PIP will be in place to w**d out non-performers (relevant, specific)”

Having a smart goal sets the stage and momentum for groundwork to be done to achieve it, as everyone is clear about the objective of the department. Without a smart goal, your sales reps will be like lost ships drifting in the giant ocean, unsure of which dock to anchor at.

Therefore, it is imperative that we always set a smart goal for the new quarter or year. This can be done together with Enable Sales Force’s sales enabler.

In the next post, we will explore A of R.A.C.E model – Activity. To summarize, it means doing the things right, doing right things well, and doing them enough/often.

For more information, visit us at https://enablesalesforce.com and download our free e-book today!

In our previous post, we shared the Kirkpatrick’s model to evaluate sales enablement providers/vendors. Next, we want to...
14/06/2021

In our previous post, we shared the Kirkpatrick’s model to evaluate sales enablement providers/vendors. Next, we want to share with you a model for which to plan and direct sales excellence.

Let us introduce the R.A.C.E. model to you.

R- Results, A- Activity, C – Competency, E – Environment

Briefly, result is the top-level sales goal that you would like to achieve for your team. It could be as simple as “30% year on year sales turnover increase”. Activity means doing the right things, doing right things well, and doing it enough, in order to increase sales. Competency deals with the skills, process, attitude, resources and knowledge of your reps, and environment deals with the sales and corporate culture created by your team/company.

By planning top-down and beginning with the end in mind, you can set a S.M.A.R.T sales goal for results, and then plan the right things and how to go about doing those things to achieve the results, through measurable areas in competency, and in an environment that encourages upskilling and fosters communication and sharing.

In our next post, we will talk more about Results. It entails questions like “How do I set quantifiable and actionable goals?” as a sales leader. By following the S.M.A.R.T. rule when setting a goal, your intended results will be well defined.

For more information on the R.A.C.E. model and SPARK, visit our website and download our e-book at https://enablesalesforce.com Do follow and like our post!

The Kirkpatrick’s model is often used to assess the success of any training program. Created by Kirkpatrick Partners, th...
14/06/2021

The Kirkpatrick’s model is often used to assess the success of any training program. Created by Kirkpatrick Partners, there are four tiers in a pyramid that rate a successful training, namely: reaction, learning, behavior and results.

Below are a few tips on how to use the Kirkpatrick’s model to choose the right sales enabler for your company:

In assessing reaction, you can rate the vendor on how engaging he can be, and if he is versatile enough to adapt to different learners’ styles (to elicit reactions). During his sales pitch, observe his/her body language and how he/she construct a narrative, and his/her ability to condense big ideas into digestible and concise points. Question him on how he will handle different kind of personalities amongst your sales team, and how he will handle unforeseen circumstances that arise in a workshop or program.
For learning, make sure the vendor can give you a preview of the curriculum and whether learning points are concretely listed out. For behavior, question the vendor on how he is going to influence the participants to practice what they have learned. Two key ingredients of influencing are the vendor’s understanding of human psychology, and the ability and will to re-engineer processes when necessary.

Lastly, for results, ask how the vendor will quantitatively and qualitatively measure the results of his program/workshop, and perhaps request a rubric from him. Post-program discussions on whether service level agreement is met will then be more transparent and conflict-free.

Choosing amongst vendors for sales enablement?

For more information on sales enablement, download EnableSF’s free e-book for sales leaders at https://enablesalesforce.com

Address

Singapore

Website

Alerts

Be the first to know and let us send you an email when Enable Sales Force posts news and promotions. Your email address will not be used for any other purpose, and you can unsubscribe at any time.

Shortcuts

Share

Category