Not Your Grandma's Sales Team. Why Your Sales Team is Floundering Without Enablement (And How to Fix It)

Not going to lie - the stat that recently published from Replicate Labs about how 73% of sellers have to ask for coaching is alarming.

25% of Senior Directors surveyed said that they'd like to do away with enablement (ok, Grandma).

Times have changed.

Sales Enablement: The Secret Sauce Your Team is Missing

Ever wonder why your sales team is struggling to hit their targets? The answer might be simpler than you think: sales enablement. It’s like the magical ingredient in your grandma’s secret recipe that makes everything better.

But what exactly is GOOD sales enablement, and why should you care?

Prescriptive Enablement: Your Sales GPS

Think of prescriptive enablement as a GPS for your sales team. Instead of waiting for things to go wrong and then scrambling to fix them, prescriptive enablement helps you navigate around problems before they even arise.
It’s all about understanding what’s causing your sales headaches and fixing them at the source.

This isn't my grandma's term - it was a term I heard from Hannah Sabetti on her latest episode of the Sales Edge Podcast called:

React Less, Predict More - The New Era of Sales Enablement.

Why Quick Fixes Don’t Cut It

Quick fixes might seem appealing, but they’re like putting duct tape on a leaky pipe (which my dad does ALL TE TIME). Sure, it stops the water for now, but it’s not a long-term solution - it's a band-aid and we all know that those pesky things fall off or get water logged, or our kiddos leave them on for days and they get gross.
The same goes for sales problems. If your approach is to slap a band-aid on every issue, you’re never going to heal the underlying wound.

In the podcast episode, Hannah emphasizes, “It’s okay to come in and put some band-aids on at first, but the goal is to move towards more strategic, prescriptive changes that have a lasting impact.” Instead of constantly reacting to problems, prescriptive enablement involves:

• Taking Stock: Understanding what’s working and what isn’t by gathering feedback from your sales team and other stakeholders.
• Spotting the Gaps: Using data to pinpoint specific areas where improvements are needed.
• Creating Custom Solutions: Developing strategic plans with targeted training, resources, and process improvements.

All-in-One Enablement: More Than Just Training

Enablement isn’t just about throwing a bunch of training sessions at your team (that's worthy of a bold as I've had way too many convos with sales leaders who think enablement can slap together a training and all will be fixed- NAH). It’s a holistic approach that covers:

• Content Management: Making sure your team has the most up-to-date and relevant resources.
• Process Optimization: Streamlining workflows to make everything run smoother.
• Tech Integration: Using tools and platforms to enhance the sales process and provide valuable insights.

Hannah emphasizes the importance of this comprehensive approach: “It’s not just about fixing immediate issues. It’s about creating a sustainable framework that supports long-term success.”

The Human Touch: Empathy in Enablement

Sales enablement isn’t all spreadsheets and training modules—it’s also about people. A bit of empathy goes a long way in understanding and supporting your sales team. By actively listening to their challenges and providing tailored support, you can boost morale and create a positive sales culture.

As Hannah explains, “We have to bring a culture of enablement. Yes, it's training, but it's also about creating a culture where enablement is seen as a critical part of the team's success.” This includes everything from managing content effectively to ensuring that the sales team knows where to find the most up-to-date resources.
Grandma may call enablement the Glue - and I tend to agree. Without it - good luck keeping things together!

The Short-Sightedness of Letting Enablement Go

In tough economic times, cutting roles might seem like the easiest way to save money. But letting go of your enablement team is like tossing out your grandma's secret sauce because it’s too new or misunderstood. Just because something is new doesn’t mean it’s not essential. Sales enablement is that secret ingredient that keeps your sales team performing at its best.

Band-aiding issues might keep things together temporarily, but without a solid enablement strategy, your team will keep running into the same problems over and over again. It’s like trying to fix a broken engine with duct tape—it might work for a mile, but it’s not going to get you very far. Enablement provides the tools, processes, and support your team needs to succeed in the long run.

TL;DR: Embrace Enablement for Sustainable Success

Sales enablement is not just a luxury—it’s a necessity. For real - go back and read Replicate Lab's recent 6k salesperson survey - NO ONE IS TRAINING teams....22% of teams do not have sales methodology (so, are winging it) and reps are begging for coaching and accountability but leaders are "too busy".

By adopting a prescriptive approach, you’ll unlock your team’s full potential and drive long-term success. As Hannah puts it, “Effective enablement is about creating a roadmap for success, not just solving today’s problems.”

So, if you’re still sleeping on sales enablement, it’s time to wake up. Embrace this essential strategy and watch your sales team thrive. Remember, it’s not your grandma’s sales team—it’s the future of sales success.

PS. Hannah called this enablement ebook and checklist GOLD - if you want to build a predictable revenue org - check it out.