How To Scale Sales Enablement Programs As A “Team of One”

By Elay Cohen
Download Guide
Download Guide

Sales enablement often starts out with a single person managing a program and is treated as a one-way street. Information, resources, and tools are communicated in a team call and the resources sent via email after the call, and the process is considered full-circle enablement. Quarter after quarter, quota isn’t met. Sound familiar?

Failing to analyze the impact and effectiveness of programs and offerings, let alone the competency of the sales team in the areas that are mission critical is a common pitfall. We know this is not true sales enablement. But you can make a change and implement a winning strategy even as a “team of one.”

Put a business case together and get executive support. Here is how you can build a successful, scalable sales enablement strategy with C-suite buy-in all on your own.

Build The Business Case

Build your business case by presenting the current challenges the organization is facing, as well as our ideal state goals for all of the customer facing teams. Present your case to the leaders of Sales and Revenue. Get them excited about the need for Sales Enablement. Once you present compelling information for the need for a better sales enablement strategy and the positive impact it could have on the business, the need for a way forward will be clear.

Form A Committee

A strong enablement strategy requires interdepartmental alignment and executive buy-in. Form a Sales Enablement Committee, including a CEO or CRO, leaders from Product Marketing, Sales, Sales Operations, and any other representatives from teams with customer-facing roles. Sales Enablement strategy is successful when the whole organization is marching to the same destination. The committee ensures alignment across the board.

Create A Charter

The first order of business for the committee is to create a Sales Enablement Charter. The Charter allows you to set out all of the parameters and goals for Sales Enablement and makes alignment for the entire organization easier. Include:

  • A definition of Sales Enablement – Ensure that everyone is speaking the same language.
  • A RACI Matrix (Responsible, Accountable, Consulted, Informed) – Identify who is responsible and what they are responsible for.
  • Define the scope, the target audience, KPIs, and the enablement goals.
  • Include a Prioritization Model.

Prioritize To Dos

A key area of a Charter is to define how you will manage the program longer term. Most of us begin with an “MVP” state (minimum viable product) or a Version 1 of our programs and will continue to build on the initial rollout. You will need ways to maintain and scale.

A Prioritization Model will allow you to tackle the growing list of to-dos and save your sanity day-to-day. It also serves as a way to show your commitment to the organization that you are working in the areas that will deliver the greatest impact. You will want to include three buckets: Process, Performance, and Revenue. Anything that is a suggestion to the enablement process or an improvement will fall into the Process category. Under Performance, you can make a list of what is the ideal state versus the current state. Next, ask whether it directly impacts revenue or indirectly impacts revenue. Finally, answer the big underlying questions: What is the impact if we do NOT take action? Is it measurable?

Certify Content Publishers

It’s a great best practice to get your subject matter experts publishing content the right way. Why not teach them and certify them on how to create content in a modern engaging way. Here’s a link to a blog you can use to share with your content publishers. Click to read more.

Lessons Learned

I will share the lessons I learned in my experience as the sole owner of enablement. The Charter is the foundation to a program. Building deep relationships with executives and department leaders through the Committee that you meet with regularly is also key. Build in ways to gather continuous feedback from anyone involved in enablement to continue to refine and evolve. When people achieved goals within the program, celebrate them with swag and hand-written notes. Finally, choose a sales enablement platform to host your great enablement strategies. We were fortunate to find a partner in SalesHood that made it possible to create a successful program that had an 87% adoption rate. Additionally, the SalesHood community, CommunityHood, provided lots of inspiration from other sales enablement managers – you will discover you are not the only team of one!

Download the Sales Enablement Charter

You can also watch the talk delivered by Karen at SalesHood’s MULTIPLIERS customer conference in June 2019.

Recent Posts on Sales Training

  • 49165
  • what is sales enablement social share

What is sales enablement? The complete guide to getting it right

April 2nd, 2024|0 Comments

“The essence of Sales Enablement is to help companies grow their business faster by aligning their people, processes, and priorities.” -Elay Cohen, Founder of the original sales enablement platform - Sales enablement continues [...]

  • 57694
  • SalesHood impactful questioning social

Sales conversations that convert: How to ask impactful questions

January 4th, 2024|0 Comments

The bridge between a missed opportunity and a closed deal often depends on the quality of conversations. At the core of these interactions is the art of asking questions. How we engage and how [...]

  • 58718
  • SalesHood impactful questioning social

Bite-sized blueprint to Digital Selling with Client Sites

November 7th, 2023|0 Comments

The typical buying group for a complex B2B solution involves six to 10 decision-makers. Is your sales strategy supporting your goals and helping you hit your numbers? To keep up, you need to adapt [...]

  • 45948
  • sales training

What is sales training? A complete guide to sales training success

September 12th, 2023|0 Comments

What is sales training? A guide to sales training success We're excited to share sales training insights and trends proven to boost sales performance. The following blog will answer some [...]

  • 48368
  • SalesHood Sales Kickoff SKO Guide

The ultimate guide to sales kickoffs

September 1st, 2023|0 Comments

While sales teams focus on closing out the year strong, sales leaders are often focusing on strategies and ideas to kick off 2023 with increased momentum and vigor. After all, every year [...]

  • 52119

Implementing a data-driven sales coaching strategy

March 20th, 2023|Comments Off on Implementing a data-driven sales coaching strategy

  Sales coaching is one of the most essential tools for helping to improve sales performance. According to Forrester’s research, 63% of sellers say that the feedback and coaching they receive help improve their [...]

  • 51601

Sales Enablement Team of One: A Survival Guide

February 28th, 2023|Comments Off on Sales Enablement Team of One: A Survival Guide

  It’s no secret that being a sales enablement team of one is challenging, but how do you drive change on your own? For any sales enablement initiative to thrive, you have to be [...]

  • 51535

Increase Sales Efficiency with MEDDICC: A Step-by-Step Guide

February 16th, 2023|Comments Off on Increase Sales Efficiency with MEDDICC: A Step-by-Step Guide

At SalesHood's most recent Multipliers Conference, VP of Revenue Enablement at Planview, Penny Springer shared the secrets to increasing sales efficiency with MEDDICC sales training, coaching, and up-skilling revenue teams. Here’s a look at [...]

  • 51242
  • Creating a High-Impact Sales Enablement Program

Creating a High-Impact Sales Enablement Program

February 9th, 2023|Comments Off on Creating a High-Impact Sales Enablement Program

  It’s not always easy for sellers to hit their numbers, but there are actions you can take to get more wins. According to G2, 84% of sales reps achieve their quotas when their [...]

  • 46897
  • SalesHood MEDDPICC

How MEDDICC helps sellers drive urgency in B2B SaaS sales

September 7th, 2022|0 Comments

If you’re like many B2B sales leaders right now, you’re wondering what you can do today that will impact your Q4 forecast so your team can make its goal this year. The answer is [...]

  • 44153

5 Considerations for Selecting a New Sales Methodology and Sales Process

December 17th, 2021|0 Comments

In our From Strategy to Execution With a New Sales Process & Methodology webinar, Saleshood CEO Elay Cohen and Vice President of Global Revenue Enablement at Instructure, Paul Butterfield took a deep dive on [...]

  • 40101

CRO Guide To A High Impact Kickoff

October 15th, 2020|0 Comments

We are seeing many organizations struggle to make virtual kickoffs highly impactful and engaging. Executives across sales, enablement, and operations are asking us for help to re-imagine kickoffs for the new normal. They are [...]

  • 38485
  • Advice from Barry Rhein on selling during a pandemic

Sales Training: Tips & Advice On Selling During A Pandemic

July 30th, 2020|0 Comments

We asked Barry Rhein, CEO and Founder of Selling Through Curiosity, to share insights and advice about how to sell and build relationships with our customers during a pandemic. Barry never fails to deliver. [...]

  • 37044
  • How Domo Impacts Revenue With Sales Coaching & Sales Plays

How Domo Impacts Revenue With Sales Coaching & Sales Plays

May 30th, 2020|0 Comments

Callie Apt, Senior Director of Global Sales Enablement and Proposals at Domo, shares with us how she and her team deliver meaningful impact on pipeline and revenue with their sales enablement programs. When she [...]

  • 35758

Ramping Sales And Customers Teams In A Remote (WFH) World

April 6th, 2020|0 Comments

This blog is written by Mark Siciliano from DemandBase.   MARK SICILIANO Vice President Sales Productivity & Strategy   Over these past many years (and I do mean many….I’m what they call [...]

  • 35061
  • Work from home

Rethinking Sales Training With WFH Teams

March 14th, 2020|0 Comments

It's Our New Reality   The way we learn, coach and sell is forever changed with the introduction of the Coronavirus COVID-19 and working from home (WFH) teams. What follows for all of us [...]

Ready to get started?

Join our community of sales enablement leaders who use SalesHood to deliver high-impact programs that deliver measurable results.

Get Started