Is there any way to account for the unknowable as a sales organization and prepare for a transformation that cannot be foreseen?
GOP Debate: Nikki Haley Tells Vivek Ramaswamy She Gets ‘Dumber’ Every Time He Speaks In Heated Exchange Over TikTokMost readers will have heard of sales enablement, which in general refers to the processes, technologies and strategies by which organizations help their sales teams sell better and sell more. Traditionally, sales enablement helps salespersons perform better through easier access to content and resources—learning modules, product information, sales analytics and so forth.
That is to say, we are living in a time where customer desires, market realities and technological improvements are in flux and all we really have are what national security analysts call “known unknowns.” Living in a time of rapid change, we know what we do not know—where exactly technology will move, how it will be adopted and what consumers will grow to want.The missing piece of the puzzle here, I would argue, is the question of human sellers themselves.
This is where “smart sales enablement,” or performance enablement, enters the frame. This enablement strategy not only can help sellers sell better and more, butThis strategy requires enabling staff to act more like salespersons and less like “associates” and “managers.” Consider offering weekly sales contests for specific products, such as lagging SKUs, with small prizes, awards and recognition for the winners. Or, implement leaderboards. Adding sales gamification processes to the flow of work can help motivate the sales force to be more vigilant and more active in reacting to what’s happening on the ground.in their hierarchies.
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