[Sales] - 3 Biggest Misconceptions About Sales Enablement, with Meagan Davis

In todays episode of the SellingSaas Podcast, Duane sits down with Meagan David from Hunters to chat about necessary its become over the last few years and how its over looked until a company puts a process in place, then it becomes an asset they can't do without.  

EPISODE HIGHLIGHTS:  

0:01:03- Sales Enablement: The Importance of Training and Development

0:02:15- Sales Enablement: The Biggest Misconceptions

0:05:02- Basics in onboarding with new hires, and the ongoing check ins as they progress in their employment.  

The biggest challenge with sales enablement is that there is no one clear definition of what it is, and where it fits into an organization. Additionally, there is a lack of understanding of why sales enablement is necessary. Without a clear understanding of what sales enablement is and why it's important, it's difficult to build a business case for it.

One way to overcome this challenge is to focus on specific programs, such as employee onboarding, and to attach it to specific metrics, such as the total cost of sales. By doing this, you can demonstrate the value of sales enablement and build a case for it within your organization.

The salesperson and account executive can own the entire deal process and close on their own a deal that was not inherited from someone else on the team or their manager. For an account executive, leading indicators of success can be practice activities leading up to that, such as being able to pitch the company they are with without any prompts. Everyone at every company should be able to tell a stranger what their company does.

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