Sales Enablement

Sales Enablement - the investment with immediate pay back!

We assist a company's business and sales management in transforming their sales organisation according to set framework requirements and using the most up-to-date concepts and methods of knowledge transfer.

Challenges

The requirements for a successful sales organisation have changed considerably in recent years:

Sales must be able to determine and sell value on an industry and on customer-specific basis, with the differentiation differences in the range of services becoming smaller.
Hardware suppliers complement their portfolio with software and services. Sales people must be able to sell a broader and more complex product range of its company and meets increasingly well-informed customers and educated buyers.
Customers are more difficult to control. They purchase on all available channels and are better informed about providers and offers. Sales people must be able to deal with the resulting complex, partly international and multicultural, multi-channel organisation.
Sales people have to work internally with several different departments. Many companies have at least partially started to implement sales and marketing automation. This also leads to internal requirements for a sales organisation.

Solution Approach

Based on the trends and the competence requirements derived from them, Rightsourcing has developed a modular kit for knowledge transfer for sales organisations that addresses the requirements of both a direct sales channel and a multi-/omni channel sales organisation.

The modules of the system for knowledge transfer and behavioral transformation pursue the clear objective of sales/company management. Each module is based on a scientifically verified foundation, on which industry-specific adaptations of the content are made, combined with the practical experience of our experts. We use numerous digital and interactive tools to monitor learning success and to permanently activate the participants. In the final stage, we take into account customer-specific requirements with regard to the market and the range of services. Each module has a presentation of the addressed challenge, the solution approach, green field exercises and customer-specific exercises with subsequent coaching sessions in the personal work environment.

Thus, modules for knowledge transfer have been formed with the following clear objectives: Higher win rate of opportunities with simultaneous reduction of discount, generation of customer success stories and references, successful sales work in an automated sales and marketing organisation, customer-specific value prop building in a complex solution portfolio, pipeline building and forecast management, successful selling in an international environment.

If you want to consider the training of your sales organisation conceptually and over a 3-5 year period, we design your specific and integrated training concept with agile methods which are fast, specific and unerring. Depending on the type of business relationship, we create a role-based concept based on e.g. Digital Selling, Social Selling, Value Selling, Consultative Selling, Demand Creation etc. with a multi-level certification of the employees.