Revenue teams are often tasked with the challenge of maximizing their training and enablement budget to ensure that their sales reps are well-equipped to close deals and drive revenue.
But we’re in a world where “do more with less” is the mantra of the day and both training and enablement teams AND revenue leaders and managers are feeling the squeeze to wear multiple hats, find efficiencies where they can … but still deliver outsized results.
Why Training and Enablement is a Critical Business Function
It’s easy to deprioritize the things that don’t feel “on fire” at the moment, but it’d be a mistake to think that team development is an easy place to cut.
- Effective training for your team is how they execute on your go-to-market playbook and the specific skills that are needed for their individualized roles
- Training needs vary across the employee lifecycle: from new hire onboarding to training for role transitions or leveling up skills … your entire team can perform better and be more engaged with regular training investment
- A sharp team is a competitive edge: too much has changed in the B2B SaaS ecosystem for your teams to be relying on playbooks that worked before or to not revisit how they think about, execute on and collaborate with each other, prospects and customers.
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Check out WorkRamp’s guide on the Ultimate Sales Onboarding Playbook to ensure sales onboarding success.
To help revenue teams make the most of their training and enablement budget, here are a few tips to assess where, how and when to invest:
How to better use your training and enablement budget
- Prioritize Training and Enablement: It’s important to prioritize training and enablement initiatives that will have the most impact on sales performance. This could include sales process training, product training, or sales enablement tools.When your team sees investment, knows the outcomes and objectives that each investment is aligned to and can use the tools … they are better set up for success.
- Invest in Technology: Investing in technology can help streamline the training and enablement process. For example, investing in a sales enablement platform can help sales reps access the resources they need quickly and easily. Investing in tools for both live, on-demand and asynchronous learning can help your entire team feel more engaged and get more from their time off the floor.In a hybrid work world where we are still seeking the balance between in-person and Zoom calls, technology can help fill the gaps and create both rich and accessible learning experiences.
- Focus on Quality: Quality is key when it comes to training and enablement. Investing in high-quality training materials and resources will ensure that sales reps are well-equipped to close deals and drive revenue.And it’s not just about the tactical, everyday training that should be of the utmost quality. Any time you’re asking or facilitating your team to be in a non-customer facing (or, for leaders, not directly engaging and supporting their teams) should help them gain new perspectives that can be put into action.Quality training comes from sound curriculums and clear ties to the objectives and learning that you want your team to implement and achieve.
- Measure Results: It’s important to measure the results of training and enablement initiatives to ensure that they are having the desired impact. This could include tracking sales rep performance or customer satisfaction.Feedback is a gift, as is behavior change. Ensure that there is a closed loop so you can improve your training and enablement programs, that your team loves what they get to learn and grow in and that your work is aligned to moving the business forward.
By following these tips, revenue teams can ensure that they are making the most of their training and enablement budget. Investing in quality training and enablement initiatives, leveraging technology, and measuring results can help sales reps close more deals and drive more revenue.