After executives make the commitment to invest in transformative endeavors to evolve their sales and business effectiveness, how you do you make sure these initiatives last through the years to come?
In this SlideShare by Mediafly CEO & Founder, Carson Conant, we look at the 5 behaviors that lead to a successful sales transformation within an organization.
2. How can you use Information
Enablement Practices
To vault over the competition?
3. First of all, what is
Information Enablement?
Information enablement is enabling your
organization with technology to effectively
communicate the value of your company
and products to your customers.
4. These new technologies can feel like a
VICTORY LAP instead of the start of a
race.
Especially when you do it at a
Big Corporate Event.
Kicking Off
6. SUCCESSFUL
Before you start your journey towards
information enablement, we want to
SHARE with you what defines a
information enablement
solution.
7. FIRST An information
enablement initiative that
involves users, such as...
sales reps,
partners,distributors,
and executives
must first and foremost be perceived as
a useful, beneficial
tool in their minds. ALWAYS!
8. The Solution must deliver on a strategic
objective. This could be a decreased cost or
improved efficiency. But measuring these
can be easier said than done.
Try a revenue
metric like
increased
market share
or sales
growth.
9. Next The results needs
to maintainable.
It can’t be a
FLASH
PAN.
in
the
10. Without further ado, here are the
Steps that help
Determine a
Successful Sales
Transformation:
5
12. True TRANSFORMATION is
something that needs
top-level support.
Your project
champions
need to
encourage and
engage top
executives and
help them
understand
the strategic
objectives and
progress to keep
their Passion Lit.
13. Internal
Technology
needs to be ready
to answer any
questions about
the solution
Content
Admins
have to love,
not tolerate, a
solution they use
day in and day out
A Successful initiative will need
the support and attention of
Key Groups:2
15. If you can’t Clearly Articulate the value
of this initiative to every end user, then it
Risks Failing.
Think about the end users as “customers”
whose attention your solution needs to
attract.
Engage them as much as Facebook, Netflix
or Spotify.
16. If end users don’t Personally
benefit from a solution,
THEY WILL IGNORE IT
Or Begrudgingly use it as little
as possible.
18. Companies who don’t Succeed
in Sales Transformation
It’s Easy to assume you understand the
needs of your reps, but it’s just as easy to
miss plan points and lose things in
Translation.
spend little to no time teaching the tool or
seeing how it’s used in the field by their
sales reps.
19. Valuable
Solution
Companies that launch a small working,
to the End Users
and then work
closely
With them to learn the solution are the
most successful in their percentage of
adoptions.
21. The first time a sales solution doesn’t
have the latest content, your end users
will forever see it as just another tool that
can’t be trusted. THAT’S IT!
Period. End of
Story.
23. Any time a New Feature is released for
your solution, your organization must
have a process in place to train
Your current end user
Your Solution Partner should be able to
help deliver documentation, and even
personalized training, depending on the
feature update.
on it.
24. Want to see more amazing
Mediafly content?
Click the link to check out our other slideshares, ebooks,
articles and
Take Me to
Amazing Content
We hope you found this
slideshare useful!
MORE!