Are you looking for ways to empower a broader number of salespeople to meet and even exceed their goals so you scale faster?

Are you looking for ways to leverage your high performers so your entire team benefits from their expertise?

Are you trying to equalize your sales organization so you’re no longer relying on only a few sales superstars to hit the team quota?

Some business owners mistakenly view sale enablement as merely a hot topic or another vague buzzword that doesn’t deliver real benefits to their company.

Consider how these 7 Defining Attributes of Sales Enablement written by Scott Albro, CEO, and founder of TOPO can leverage your sales team for greater growth.

1. The objective of sales enablement is to provide salespeople with the resources they need to sell more effectively.
2. Sales enablement is more about the buyer and less about sales. Provide sales with the resources the buyer wants.
3. Sales enablement provides salespeople with two categories of information. First, there are things like content that sales provide to the buyer. Second, there are things like best practices, research, and tools that sales will consume internally.
4. Training and development are a large part of sales enablement because salespeople must know how to use the resources you provide to them.
5. Sales enablement relies on usability and ease of use for the resources you design for your sales team.
6. The use of the resources across the sales organization is the key to success. Sales enablement programs track and enforce whether the resources are being used.
7. Measurement is the final defining characteristic of sales enablement. Metrics to track include average sales cycle length, number of reps achieving quota, and average deal size.