Chief Revenue Officers (CROs) and sales leaders are under immense pressure to increase revenue while limiting head-count increases.
In today's rapidly changing business landscape, sales leaders are facing the challenge of maximising returns while reducing costs. To meet these challenges, CROs need to focus on efficiency and prioritise their efforts on those strategies that deliver the highest returns at the lowest complexity and cost. In addition, CROs are now focusing on risk mitigation strategies. This includes reducing the risk of rising customer acquisition costs, customer satisfaction and customer churn, rep attrition, rep under-performance.
As we have seen, many companies have reduced their workforce, including many sales enablement practitioners.
Now is the time for the CRO's sales enablement function to start delivering measurable business impact. There is no other option and we can not continue as we have done, focused on volume based delivery, operational enablement, or random acts of enablement.
Sales enablement should be completely aligned with the overall business strategy to ensure that it supports the goals of the CRO and organisation. By setting clear goals, metrics and understanding benchmarks, sales enablement can demonstrate its impact on the business, elevate its profile and be seen as a strategic business driver.
By defining clear and measurable enablement strategies that focus on improving the key revenue-based gaps, sales enablement can play a significant role in helping their companies survive or continue to scale.
Using the levers of sales velocity, enablers have the tools to:
Define a laser-focused sales enablement strategy
Align your strategy to business goals
Obtain stake holder buy-in or investment
Transform sales enablement to a strategic business driver
In conclusion, CROs are under pressure to increase revenue while limiting head-count increases. To meet these challenges, sales leaders need to focus on efficiency, prioritise their efforts on those strategies that deliver the highest returns with the least cost, and leverage sales enablement to start delivering measurable business impact.
By implementing these strategies, sales leaders can overcome the challenges they are facing and drive revenue growth in a cost-effective manner.