Sales enablement is about creating high-performing sales teams through learning and people development. Professionals who comprise the sales enablement community include sales leaders, managers, and trainers. The following are critical components of this community:
ASTD World-Class Sales Competency Model. This model is the only widely available and occupation-specific model for sales team members, including those who are directly responsible for revenue generation, as well as those who consult with, train, develop, and support sales professionals.
Sales coaching. It is not sales training or mentoring. Sales coaching is about making sure that the player’s best performance is linked to revenue generation. This involves two major elements:
- Focus on the player’s personal best—the player’s internal potential determines the direction of the coaching. This better allows the sales coach to convert a desired result into reality.
- Draw out, rather than put in—what a player can do best is determined by the player herself. When a coach places the emphasis on drawing out, the player more readily accepts responsibility to use her strengths on her own, even when the coach is not present.