READ THE COMPLETE POST AT http://www.fourquadrant.com/increase-sales-by-providing-the-right-sales-resources-in-the-sales-funnel/ Increase Sales by Providing the Right Sales Resources in the Sales Funnel. Fundamentally, the way to increase sales is to provide the right sales resources to the sales rep at the right time in the sales funnel. The purpose of Sales Enablement is to align the people, processes and systems within an organization to produce deliverables. By incorporating managed and repeatable processes, Sales Enablement increases sales conversion in the sales funnel. Simply put, Sales Enablement makes sure that a sales person has the right sales resources, at the right time and in the right format to drive deals successfully through the sales funnel. Download go to market planning templates at http://www.fourquadrant.com/products/

1. Read The Complete Blog Post
CLICK HERE
Increase Sales by Providing the Right
Sales Resources in the Sales Funnel

2.  Lead routing
 Sales force automation system
 Marketing automation system
 Corporate fact sheet
 Nurture paths
 Account research
 Prospecting emails and scripts
 Sales portal
 Presentation
 Data sheet
 Brochure
 Quick reference guide
 Success Story
 White papers
 Analyst reports
 Sales playbook
 Competitive, market trends and
industry statistics
 Use cases
 RFP database
 Demo's
 ROI
 POC
 Strategy demonstration
 Project management demonstration
 Configurator
 Pricing & Quote
 References
 Executive assurance
 Onsite visits
 Implementation process
Sales Stages
Marketing Qualified
Lead
5%
Sales Qualified
Lead
20%
Upside Leaning
40%
Closure Most Likely
60%
Sales Requirements
Sales Resources – Sales Conversion
 Legal
 Executive management
In Purchasing
80%
 Onboarding
Closed Won
100%
 Target names and titles ID‘d
 Right industry, geo and size
 Potential for business pain suspected
 Have agreed to meet
 Willing to engage in a meaningful
conversation
Sales Tools
 A live project identified
 Solving the business problem is high on
their priority list
 Business & technical requirements
Cometitive review in progress
 Building a business case
 Action plan agreed upon by the Client
 Competition identified, on shortlist
 Have met with the sponsor
 50%+ chance of winning
 Have access to executive sponsor and
other key influencers
 Technical win confirmed by sponsor
 Commercial win confirmed by sponsor
 Have met w/Exec Sponsor
 Agreed on the next steps to complete
the PO and/or contact
 Time line is well known
 Decision in our favor
 Pricing and terms negotiated and
complete
 In procurement stage
 Timing known
 Purchase Order and/or contract received
 Accepted by finance and revenue-able

3. Sales Conversion Rates
60%
100%
5%
40%
20%
80%
Marketing Qualified
Lead
Sales Qualified Lead
Upside Leaning
Closure Most Likely
Closed Won
In Purchasing
More Opportunity in the Sales Funnel

4. Questions to Ask to Gauge Sales
Effectiveness
 What sales resources are available by sales stage?
 Has there been an assessment of the Sales Enablement function?
 What is the utilization of the sales tools that have been provided?
 What resources do the most successful sales people use and when?
 Who is the subject matter expert for topic x, y and z?
 Who creates the content that is most valued by the sales team?
 What content is most used by the sales team?
 Have the roles for all supporting functions to the sales process been
identified?
 Is there an automated, self-service infrastructure to supply what sales
reps need, when they need it and is it in a sales-ready format?
 Is there a feedback mechanism to evaluate, update and create new
resources for use in the sale cycle?
 Are there metrics to evaluate the effectiveness of sales resources?
 Are there metrics to evaluate the efficiency of sales resources?

5. Next Steps
Read The Complete Blog Post
CLICK HERE