Blueprints

Ask any builder the most important component of a project, and you’ll hear that it’s not fixtures or finishes, but rather, the blueprint. The building plan that illustrates how a structure goes together in detail is critical, because without it, a project will never come together with optimal results. It makes building easier, faster, and more precise.

This is a fitting analogy for a sales enablement solution design, because the most important aspects must be planned for upfront to ensure downstream success. You could consider the path to sales enablement success as a blueprint—the plan you follow to make sure that when it comes time for your sales team to use the system that it not only works, but contains all the content they need, organized in a logical, user-friendly way. By creating and following a blueprint, you can ensure that the resources your organization invests in sales enablement are fully utilized.

Sales enablement has an incredible impact on sales performance when best practices are followed, including driving up conversion rates and quota attainment. Let’s take a look at the most important aspects of rolling out a sales enablement solution to help develop your blueprint. We’ve broken down the stages into:

  1. Learn. This is the research stage where you learn about sales enablement, the core components, and the vendor landscape. Helpful resources include the SiriusDecisions Sales Asset Management Report, our 7 Steps to Getting Started with Sales Enablement guide, and our Sales Enablement Evaluation Tool.
  2. Plan. Once you’ve selected a Sales Enablement platform, it’s time to plan your project, including technological, organizational, and business process considerations. You’ll find help in Planning a Sales Enablement Initiative Webinar, and Marketing and Sales Alignment Survey, which provide insight into what the two key stakeholder groups need from your new sales enablement platform.
  3. Execute. Now it’s time to roll out and drive adoption. The Definitive Guide to Sales Enablement will set you up for success. Read tips for a successful rollout from Payscale, a Highspot customer that has seen a 100% adoption rate amongst its sales team.
  4. Optimize. Once your platform is deployed and adoption efforts are underway, it’s time to start understanding how to best analyze performance and identify opportunities to take your sales enablement practice to the next level. Watch this webinar to learn eight research-driven keys to greater sales enablement. Read the Unlock the Code of Your Sales Content whitepaper to understand how to optimize your content based on real-time results, and then learn about advanced analytics.

If you take the time to develop your blueprint prior to beginning your sales enablement project, you’ll experience a smoother rollout and be able to focus more time on optimizing your results once it’s fully deployed.

We’ve helped hundreds of organization across the globe increase conversion rates and generate more revenue faster, and we can help you too. If you need a little help along the way or want a custom demo of how Highspot can transform your sales enablement, just drop us a note. Also be sure to check out the full “Blueprint to Sales Enablement Best Practices” infographic.

Jeff DayToday’s post is by guest-author, Jeff Day, CMO of Highspot, the industry’s most advanced sales enablement platform by using data science and Content Genomics.