Sales Enablement Consultant Specialists
Johnny Grow Sales Enablement Consultants
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What We Can Achieve Together
Content & Automation Drive Productivity
On average, seller enablement improves staff productivity by 16% (that's 6.4 hours per rep per week) within 2 quarters. It also enables the company to scale revenues without hiring additional salespeople.
Tech Stack for More Effective Technology
Research shows that salesforces with effective sales tech stacks not only achieve the highest revenue performance, but also realize 30% higher user adoption and 6% lower total cost of ownership.
Sales Analytics to Improve Performance
Analytics convert raw data into actionable insights to better engage a customer, remedy a variance, implement a course correction, make a more timely and informed decision, or take some other informed action.
Sales Acceleration Starts Here
Seller enablement is measured by its ability to grow customer acquisitions, increase top line revenues, improve staff productivity and reduce sales cycle duration.
Here are the three most meaningful steps to achieve the biggest results.
Start with the Four Building Blocks
Salesperson enablement empowers sellers with content, coaching, training and technology that collectively increase staff productivity and sales win rates.
It's a systemic approach to automate the early-stage selling activities.
These activities help reps deliver relevant, differentiated and valuable customer engagement that advance the buyer through the sales cycle and earn the sale.
When done correctly, the program delivers more effective interactions with customers and increases the productivity and effectiveness of sellers.
Even small gains in salesperson performance measures such as productivity and win rates deliver a linear payback when scaled across the salesforce. Research firm Aberdeen found that salesforces with successful B2B Sales Enablement programs achieved 23% higher lead conversion rates and 32% higher team quota attainment.
Double Down on Technology Automation
Of the four building blocks, technology automation usually drives the biggest gains in labor productivity and sales conversions. However, it's also the most difficult for many companies.
Starting with a tech strategy makes technology adoption and operation much easier.
A tech strategy identifies the most effective sales technologies that drive the most important business outcomes. Those outcomes normally include things like increasing customer acquisitions, customer share and customer retention. The strategy includes a roadmap to plot the specific technologies that build upon each other and drive slated selling objectives with evidence-based best practices.
Those best practices may include things like automated lead scoring to feed the funnel, sales win plans to increase conversions, staff coaching for improved quota attainment, process workflows for higher staff productivity, push-based recommendations for guided selling, or real-time alert notifications to quickly intervene when forecasted opportunities stall or regress.
Tech leaders use a Sales Tech Stack. Its purpose is to show how revenue apps work together to create synergy and lower total cost of ownership (TCO). A smartly designed sales automation software stack creates a competitive advantage as it defines a holistic solution architecture to directly acquire, grow and retain more customers.
Measure and Improve with Analytics
Finally, apply sales analytics to make sellers smarter. Analytics advise which buyers will buy, which sale opportunities will close, which selling actions will advance an opportunity, and how salespeople can better allocate their scarce time to produce better results.
They also define the right metrics to track progress and prompt real-time corrective action when variances occur. In fact, if your information reporting is not continuously suggesting, adjusting or reprioritizing actions for your sale opportunities, it's not working.
The top performers know that effective technology is less about software and more about the alignment of sales apps with sales outcomes.
That means identifying the best technologies to aid reps with effective strategies, tactics and win plans so they win more deals. It means enabling the sellers with process automation, so they reduce manual activities and reallocate more time to customers. If the technologies don't do these things, the software is futile, and the salesforce is weakened.
Applying Technology for Improved Performance is our Business
Seller enablement is a Johnny Grow core competency.
We are experts with the content, coaching, training and technologies that drive synergistic performance results.
Our prescriptive methods, best practices and acceleration tools bring proven techniques to achieve significant and sustained improvements to revenue performance. Our purpose-built analytics bring visibility and predictability to progress and forecasted results. And our professional staff tie it all together.
Go with the Thought Leader
Johnny Grow is a Sales Enablement thought leader.
Our thoughts are fueled from proprietary research and first-hand experience.
Our research is designed to answer two questions. How do you measure Best-in-Class sales performance and how do you achieve it?
Our work is published online, syndicated on third party websites, printed in longitudinal reports, and shared at conferences and events.
Below are a few of our thought leadership publications.
Selling Automation Starts Here
If you are looking for assistance, we have some options.
Visit the Sales Enablement Insights Hub for expert recommendations, best practices, research findings and helpful technologies.
Or for professional help, schedule an introductory call with a sales enablement consultant using the form below.
Frequently Asked Questions
Learn more about our methods and results here.