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Make the Most of Your SKO: Be More Successful with Sales Enablement Efforts in 2016

Posted in:  Sales Enablement Strategy

You never know unless you ask…

This sentiment is true in all facets of life, whether managing personal relationships or business relationships, you just never know what people need or want unless you simply ask.

Think back to a time when you were certain you knew how someone felt about a particular topic or problem. You just knew you knew their opinion. Maybe it was a negotiation with a colleague, maybe with a friend or spouse, but you were sure you knew their opinion. Until you heard it. And it turned out to be completely different from what you thought.

I’ve come to realize that the best way to know what people need is to just ask them, and in the spirit of “just asking,” we’ve developed an anonymous online survey that’s timely right now. As your organization dives into the annual tradition of Sales Kick Off (SKO) meetings, this is the perfect time to ask the sales team what they need from a Sales Enablement perspective.

In fact, we’ll be at a few SKOs this month administering the survey to help gather feedback about what sales wants and needs in real time. We just came from Concur’s Ignite SKO where we surveyed more than 1,000 reps and heard incredible feedback about how Highspot has helped them save time and be more successful. You can read about Concur’s success with Sales Enablement in this case study.

SKOs are generally the one regular meeting where sales, product marketing, field marketing and sales enablement all come together to talk about what it’s going to take to be successful in sales, update on training, cover new content,  sales processes, playbooks, best practices and so on. To make this time most effective for everyone, take the opportunity before SKO to gather feedback from sales on what is working and what is not working in the field.

Even if we’re not attending your organization’s SKO event, you can gain access to this complimentary survey by emailing us. It’s easy to deploy and designed to help you understand what your sales team wants from marketing to help them better do their jobs.

You’ll be surprised what you find out when you ask, I can all but guarantee it. You’ll get the answers you need and your sales team will feel heard in the process.

Here’s to a more informed 2016!