Which team leads the sales enablement process in your company is a strategic decision.
Who designs your sales process is often influenced by your company’s size, maturity, and business objectives. It also depends on customer needs, the sales process complexity, and the culture of the company.
There was once a day when the Marketing team by default owned sales enablement. They created the sales playbook and all the collateral used by sales teams.
And while that is still relevant for startups and companies with small sales teams. Sales enablement is now more often a cross-functional responsibility.
Making them more relevant.
In my latest blog post I discuss the “it depends”. When, even if it has cross functional input, you might want to have the ownership sit with different teams in the company.
Here’s a glimmer of what’s discussed:
- Marketing team lead sales enablement for startups and new products.
- The sales team take ownership of sales enablement when they need to be responsive to a quickly changing market.
- RevOps is a great team to own sales enablement when you want to align all teams to business goals.
>>>You can read the latest blog post here!
These days how people sell is different. Less solution selling – more consultative selling. More discussion – less presentation. Less reliance on that deck.
Who designs your sales process is the team best suited to create the process and tools your business needs.
