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7 Deadly Sins of Sales Enablement

February 2nd, 2017 | 1 min read

By Darin "Doc" Berntson

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Sales Enablement, It's All The Rage Right Now.

But, what is sales enablement? According to HubSpot, to achieve success in sales and marketing, it's worth taking a second look. Could you be committing one (or more) of these sins known to kill sales enablement efforts?

Here are our 7 Deadly Sins of Sales Enablement

1. You're not sure what Sales Enablement is or if you are even doing it.

The sales enablement umbrella includes a strategic approach to streamline the efforts and efficiency of sales and marketing. Ultimately, it should help sales close more deals with fewer headaches.

2. You only put in a part-time effort for a full-time job.

Without the additional staff and budget, sales enablement efforts could be doomed to fail. You know the old saying, 'You get out what you put in.'

3. You have no defined sales process or buying process.

When a sales manager wants to know what stage of the process the deal is in, do sales reps know how to respond? What if marketing also knew the stages and could provide the right case study or other collateral to help win over the potential client at each stage? (Now you're thinking sales enablement.)

4. Sales reps don’t have the marketing collateral they need at their fingertips when they need it.

If a sales rep has to go looking for something, guess what they do? They make it themselves. CRINGE! Don't let the hard work of your marketing team go to waste!

5. Your CRM or Marketing Automation System is non-existent.

A well-oiled and maintained CRM and marketing automation system (like HubSpot) makes your teams work smarter, not harder.

6. Success metrics are unknown and not tracked.

If the efforts which are successful are not tracked, time could be wasted on repeating processes that do not work. If conversion rates go up, but you aren't sure why, how can you duplicate the results?

7. Your sales enablement efforts are only operational, not strategic.

Sometimes taking on a project like implementing sales enablement takes a few strategy sessions to get all the key people on the same page. If you asked seven chefs to collaborate to make the world's best macaroni and cheese, they probably wouldn't just start throwing ingredients into a pot. They would discuss their objectives, their ingredients, their recipe, and who was responsible for what.

The art of planning can result in a supeior product.

Sales want it, but are you ready for it?

Until next time...


Darin "Doc" Berntson

Owner/Head Coach @ Bernco Media. Digital sales & marketing since 1997. Passion for teaching companies to be the most trusted voice in their space. They Ask, You Answer Certified Coach & HubSpot Certified Partner & Trainer. Reversed Type 2 Diabetes doing KETO. Wears Mickey Mouse Daily. Daydreaming of next Disneyland Trip.