How to Build an Outcome-Based Enablement Program for Go-To-Market - PowerPoint PPT Presentation

How to Build an Outcome-Based Enablement Program for Go-To-Market Success Elevate enablement and get a seat at the table

You should be hearing my melodious voice - if ● not, let us know in the chat. Drop your questions in the chat and we’ll ● answer them as we go / get to them in the Q&A. Housekeeping We’ll be sharing the recording + slides ● afterwards. Any problems, let us know ●

61% 16% Have a dedicated sales Have a formal enablement person approach and charter … up from 9% in 2018 Fifth Annual Sales Enablement Study, CSO Insights, 2019 Sales Enablement Grows Up: The Fourth Annual Sales Enablement Study, CSO Insights, 2018

With great power comes great responsibility

Amount of content consumed / read ● # videos watched ● Traditional sales enablement success Average quiz result ● % reps who are certified ●

How do you know the programs you built had an impact and it wasn’t something else? How much of that sales performance is a result of your enablement?

Concept Learning Behaviour change Idea, methodology, Content and quizzes Behaviour change or concept to that track how well from the learning convey to sellers reps learn being applied

Outcome-Based Enablement

MEASURE OUTCOME How are you What business objective are measuring success? you trying to achieve? Outcome-Based Enablement Framework PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

MEASURE OUTCOME How are you What business objective are measuring success? you trying to achieve? Outcome-Based Enablement Framework PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

MEASURE OUTCOME How are you What business objective are measuring success? you trying to achieve? Outcome-Based Enablement Framework PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

MEASURE OUTCOME How are you What business objective are measuring success? you trying to achieve? Outcome-Based Enablement Framework PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

MEASURE OUTCOME How are you What business outcome are measuring success? you trying to achieve? Outcome-Based Enablement Framework PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

A quick example... Board directive Double ARR by the end of the year Outcome Increase revenue per rep by increasing discovery to closed / won conversion Milestones Log 50 calls + send 150 emails every week of the quarter ● Reduce time in discovery stage by 20% by end of quarter ● Hit quota by end of quarter ● Program Listen to a Gong call, read a script, watch objections video, get certified on your discovery call by a manager, run an actual discovery call Measure What happened?

MEASURE OUTCOME How are you What business outcome are measuring success? you trying to achieve? PROGRAMS MILESTONES What programs do you need to build to What milestones do you need to help your sellers hit their milestones? hit to achieve your outcome?

Q&A David@levlejumpsoftware.com www.leveljumpsoftware.com