4 Ways to Tell if You Are Really "Sales Enabled"

You may be surprised to know that despite investing in marketing and sales automation tools, more than 50% of MSPs fail to meet their sales targets! Unfortunately, this creates the general sentiment that sales enablement doesn’t work. “It just complicated things and never really worked out,” they decide. The problem here is that MSPs just don’t understand that sales enablement is more than just automation.

While random acts of sales automation may help, for them to make any major impact, sales enablement has to be treated as a key process, and not a one-time effort. Asking these questions will help you create an effective sales enablement strategy for your MSP business.

1. Have you made your sales process repeatable?
Effective sales enablement is one that uses technology to automate and repeat sales activities that see success. For example, having a good lead scoring model that can be applied to any prospect. Similarly, lead segmentation or nurturing programs that can be used across the board.

2. Do you have a holistic approach to sales enablement?
For sales enablement efforts to be effective, you need to adopt a holistic approach to sales enablement. This involves developing a single view of prospect data, created from inputs across the company, to enable sales throughout the organization.

3. Are your sales enablement efforts monitored?
What mechanisms do you have in place to identify the gaps that exist in your on-going sales enablement efforts? Identifying the gaps and fixing them promptly plays a key role in improving the overall effectiveness of your sales enablement efforts and your sales process.

4. Do you optimize your sales enablement process? How often?
For sales enablement efforts to work, there should be an ongoing assessment to determine what is working and what is not. Based on the results of the analysis, the sales enablement framework needs to be revised to enhance sales efficiency and effectiveness.

To learn more about how you can build a holistic and effective sales enablement program for your MSP business, click here.