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Live Q&A - May 19, 2020

Data-Driven Sales Readiness

In this session, we were joined by Brainshark's Director of Sales Enablement Readiness, Julie Greenfield, to discuss all things Data-Driven Sales Readiness.

Not sure what Data-Driven Sales Readiness means?

Here's how Brainshark explains it -

Data-driven sales readiness is about answering two critical questions

  • “Are your teams ready?” – with the skills, knowledge and resources to be successful, and

  • “Is it working?” – are your training and coaching programs leading the revenue-generating results you expect?

With a data-driven approach, organizations can use technology to identify and close skill gaps early, and make meaningful connections from improved readiness to increased revenue.

Key Topics Discussed -

  • Metrics that Matter

  • Best Practices

  • Resilience

Key Takeaways -

  • Don’t get started with sales enablement until you have the end goal in mind. Start with determining your objective for building a sales enablement team. What’s the goal? What are your ideal metrics? You need agreement and executive buy-in before you start building out sales enablement and readiness, otherwise it won’t have impact.

  • To determine the KPIs that matter for your team, think about what metrics drive closed-won deals. It’s not just about hitting your number because that’s a lagging indicator. What activities impact this number? These are leading indicators.

  • Your AEs should be leading their 1:1s. As a manager, you should build your culture around the message ‘What can I do to support you’ ? The 1:1 dialogue should be led by the AE answering this question.