Data-Driven Sales Enablement
56mGeneral2024-10-09
Authors
CRFT Productions
Full-Service Learning Content Company
Ben Elijah
Course details
This course focuses on shifting from traditional sales methods to a performance-oriented strategy. Course instructor Ben Elijah explores how to introduce data-driven enablement, overcome challenges, and build an effective enablement charter. He teaches how to identify performance bottlenecks, use leading and lagging indicators, and apply the identify-diagnose-treat model. Finally, he examines how to demonstrate impact and scale your efforts for lasting success. Ideal for sales and revenue teams, this course provides practical insights to boost sales performance and achieve company targets.
Skills covered
Marketing AutomationSales ManagementLegacy SeriesSalesMarketing
Concepts
Introduction
- Data-driven sales enablement
Performance Matters More than Learning
- Intro your skill set
- The old approach to enablement
- Shifts in enablement thinking
The Foundations of Data-Driven Enablement
- Introducing data-driven enablement
- Challenges in implementing data-driven enablement
- Building an enablement charter
Identifying
- Identifying performance bottlenecks
- Leading and lagging indicators
Diagnosing
- Diagnosing performance issues
- Choosing a qualification methodology
Treating
- Creating learner readiness
- Planned enablement interventions
- Identify, diagnose, treat
Longer-Term Enablement
- Demonstrating impact
- Scaling data-driven enablement
- The end state of enablement
Conclusion
- Continue using data to drive sales enablement