Do your internal stakeholders see the value of your sales enablement function?

Look, I get it. It's frustrating when you know you have a winning strategy, but you're not getting the recognition you deserve. That's why we're here to tell you about the 7 steps you need to take to educate your stakeholders on the power of sales enablement.

With these simple but effective tactics, you'll be able to communicate the benefits of sales enablement and make a compelling case for its value. So, if you're ready to take your sales enablement game to the next level, buckle up and let's dive in!

1 - IDENTIFY THE KNOWLEDGE GAP

Let's face it, many stakeholders are don't fully understand about the true value and impact of sales enablement. But before you can educate them, you need to pinpoint exactly where the knowledge gap lies. Ask your sales leaders and even CFO: "What does your sales enablement function do?" If the answer is along the lines of training, onboarding and content creation, this needs to be addressed.

2 - IDENTIFY THE BENEFITS

Don't just tell them sales enablement is important, SHOW them. Identify and highlight the key benefits, like improved accelerated sales performance, revenue impact, employee retention and better customer engagement. Use real-world examples and case studies to prove your point.

3 - USE DATA AND INSIGHTS

Numbers don't lie and this one is imperative. Use data, trends and analytics and gather insights into how sales enablement impacts your organization's key metrics. Think conversion rates, pipeline growth, win rates, length of sales cycle, deal averages and more.

4 - CREATE A STORY

Facts and figures are great, but if you really want to make an impact, you need to craft a narrative that brings the benefits of sales enablement to life. Use storytelling techniques to create an emotional connection with your audience and make your message stick.

5 - TAILOR YOUR MESSAGE

Not all stakeholders are created equal. Some may be more interested or knowledgeable about sales enablement than others. That's why you need to tailor your message to their specific needs and interests. Most importantly, ensure you are speaking the stakeholder's language. A CFO may not be overly interesting in how many people were certified, as opposed to the revenue impact it delivered.

6 - CHOOSE THE RIGHT CHANNELS

Don't just rely on others to spread the word about sales enablement. Choose the right channels that are most likely to reach your target audience and engage them effectively and use their language. Be bold, be confident, get creative and ensure credibility.

7 - MEASURE YOUR SUCCESS

Last but not least, measure the success of your efforts to educate stakeholders on sales enablement's value. Use the a consistent set of metrics and KPIs to measure the impact of your sales enablement initiatives to track the success of your strategy and programs.

Those who are consistent, confident and credible with how they portray the value of their sales enablement function, will elevate themselves to be a strategic business driver, get a seat at the revenue top table, justify the investment into their enablement function and increase their personal value, leading to higher renumeration. Let's do this!