The Sales Enablement Society hosted SES Experience 2023 where Aircover served as a sponsor, bringing together industry leaders in sales enablement.
Teach Sellers What Is Necessary
Effective onboarding forms the cornerstone of sales success. Sellers retain limited training information. A phased approach includes:
- Product Messaging: Deep knowledge about product value.
- Persona Messaging: Customized experiences aligned with ideal customer profiles.
- Discovery: Guidance on effective discovery techniques.
For experienced reps, customize playbooks: competitive updates, pricing modifications, product launches, and customer success narratives.
Provide a Guided Selling Experience
Current practices embed content within CRM platforms based on sales stages. But sales cycles rarely follow uniform progression. Content recommendations should be conversation-based and delivered in real-time during active meetings.
Go Beyond Traditional Learning: Rep-on-Rep Enablement
Traditional classroom instruction proves insufficient. Leverage top performer expertise by documenting success factors. AI can extract behavioral patterns from high performers and integrate these insights into team sales calls.
Have a Defined Strategy for Generative AI & Sales
Generative AI amplifies existing behaviors — both beneficial and detrimental. Utilize AI for enhancing and condensing existing materials. Format content for consumption during customer interactions. AI can proactively surface relevant content during live calls.
Spend Less Time Searching for Content
Forrester research shows that high-performing organizations' reps spend 5.4 hours monthly searching for content versus 6.5 hours at underperforming organizations. Transition from pull-based to push-based content delivery with AI tools providing proactive content during live sales calls.