Behind the Scenes: How We Do Sales Enablement

Most companies recognize the importance of team training, but struggle to implement a training program or employee training software. This blog series offers an inside look at how the Lessonly team uses our own software to do better work. We hope these tips and examples provide a framework for effective and engaging team learning.

Sales enablement isn’t just a buzzword—it’s evolved as a strategic investment for every high-performing sales team and organization. And, while the definition of sales enablement varies based on who you ask, any sales leader will agree that sales enablement produces effective and efficient sales teams.

As part of Lessonly’s sales enablement efforts, our vision is to deliver learning and on-demand development opportunities that empowers sales reps to perform at the highest level. Bryan Naas, our Director of Sales Enablement, breaks down how we equip reps with the on-demand knowledge, skills, and resources they need to reach personal and company goals.

Purposely organize learning content

Lessonly makes it easy to create and share learning content. By democratizing content creation across the entire team, we’re able to capture a wealth of knowledge and expertise from experienced SDRs, AEs, and managers. But more content isn’t the only answer. It needs to be organized to ensure teams receive the right materials—right when they need them. Here’s how we organize learning content:

Learning Library— Using topics and groups, we organize our learning library so each team sees content that is most relevant to their day-to-day role. For example, when someone from our sales team opens the learning library, they’re presented with lessons focused on navigating the sales process, presenting value, and more.

Learning Paths— Paths makes it easy for our sales managers to create a customized, comprehensive learning experience for every sales rep—at every stage of their career. From powering a new rep’s onboarding process to providing on-demand training about a specific sales task, Paths enables unique learning journeys for increased productivity and engagement.

Skill-Based Learning—To take learning to the next level, we organize content around the competencies and skills needed for each job function. New and veteran sales reps receive on-demand training and development on the same competencies and skills to ensure there is a consistent structure across the entire team. So, if a team member is looking for territory development strategies—a key skill for all of our reps—they’ll easily find applicable lessons in their learning library to improve that skill.

Provide practice scenarios

While learning is important, we believe practice is imperative for great training and development. Practice improves skills, reinforces essential behaviors, and increases knowledge retention to keep our sales team on the path to high-performance. Because there is always room for improvement, we implement practice scenarios throughout the learning process including:

Product Pitches—For every new product or feature that Lessonly releases, our sales team receives training so they know how to best communicate the value to customers and prospects. For each new release, we build a lesson that features a practice scenario in which the rep pitches that product. They use Video Response—a Lessonly element that enables reps to record their practice pitch. Once submitted, their manager reviews the clip and offers feedback and coaching for improved delivery and performance.

Product Demos—Our sales team loves sharing Lessonly’s product with potential customers, and product knowledge is just one component of a successful demo. Our reps also practice product demos that are customized for specific customers to help them hone their story for each scenario. We’ve found that Video Response is helpful in these situations, as it captures how well reps can simultaneously deliver the product pitch and show off the product.

Email Outreach—According to the State of Inbound Sales Report, email is still the second most effective way for sales reps to connect with prospects, only behind a phone call. It’s no surprise reps waste hours agonizing over crafting the best email copy. To minimize the time spent writing emails, we provide best practices and techniques that produce compelling messages. To help our team even more, we develop mock prospect email threads for reps to practice their response to various scenarios.

Deliver resources to increase productivity

In order to maximize the time of our sales reps and provide additional learning resources, we create helpful reference guides, customer data sheets, case studies, and more. These supplemental resources complement the information learned and skills practiced. Each resource is linked to a relevant lesson topic for quick and easy access when and where a rep needs it—so they can focus on the task at hand.

We’ve found this extremely beneficial when learning our sales process. First, reps walk through a lesson teaching them how to move a sales opportunity through the pipeline. Then, we give reps scenarios to practice moving deals from stage to stage. After they’ve practiced, reps are equipped with a “cheat sheet” that defines each stage of the sales process—a quick and easy job aid when they are working on real deals that encourages consistency and increased productivity.

Build dynamic sales enablement with Lessonly

Developing a sales enablement plan doesn’t have to be difficult. Productive sales teams around the world use Lessonly to give reps the information they need, right when they need it. Start unlocking the potential of your sales team and take a tour of Lessonly today.

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