We provide sales enablement services to Australian and New Zealand B2B organisations wanting to improve their sales team efficiency and effectiveness.
Sales enablement is the technology, processes, and content that empower sales teams to sell efficiently at a higher velocity
Put simply: Sales enablement allows you to sell more with the same number of sales staff.
What Problems does Sales Enablement Solve?
Efficiency and Effectiveness are the two problems sales enablement solves.
Efficiency comes from automating and streamlining common sales tasks so sales staff spend more time with prospects and less time on administration.
Effectiveness is achieved by equipping all sales staff with the collateral and resources of the best sales person in your organisation and mean every salesperson sell more in the same amount of time.
If these issues are familiar, sales enablement can assist:
- The sales team spend too much time on administration; they need to spend more time selling
- We have good lead volumes but don’t manage them properly and our hot leads end up going cold
- We have good lead volumes but they don’t convert at the rate we would like or take way too long to convert
- The performance of our best and worst sales staff is vastly different
1.
Sales Processes: defining and documenting your sales processes
We work with your team to define your best sales process and document it so everyone is operating at maximum effectiveness.
We help you review your process and identify discontinuities and opportunities for improvement.
This will often include:
- Mapping the sales process from end to end.
- Agreeing qualified lead definitions and lead scoring systems
- Agreeing lead lifecycle definitions
- Agreeing Opportunity, or Deal, stage definitions
- Identifying missing sales collateral needs
2.
Sales content: creating and maintaining the sales content library
This is the playbook of content the sales team use at each stage of the buyer’s journey and ensures that everyone is working with the most effective content at all times.
This includes:
- Email templates and sequences
- Customer case studies
- Whitepapers and ebooks
- Product demo decks (as applicable)
- Pricing and discount information
Content libraries can be hosted in Google Docs or a CRM. Times change and content that was relevant to buyers just a few years ago may not perform as well today. Keeping the document library up to date is a crucial step to enabling sales team success.
3.
Sales Automation
Modern CRMs allow organisations of almost any size to automate much of the administration in the sales process.
More importantly, implemented correctly, they support consistent sales processes without the need for bulky and quickly outdated sales processes documents.
Sales automation services include:
- Integrating hand-off from marketing to sales
- Encoding your sales processes in a technology platform
- Automating repetitive sales tasks like follow up and prospecting emails
4.
Reporting
Reporting is a critical business process and allows sales staff and their managers to track progress.
But sales reporting often fails because staff don’t adhere to updating the data. In a good sales enablement process, reporting becomes a by-product of the process, and requires no additional effort.
Sales reporting services include:
- Defining what should be reported and creating those reports
- Configuring the CRM to to support the reports
5.
Sales Enablement Roll-out training
Most business transformation tasks fail not in the design of the process but in the change management of the new process.
Build it and they will come – does not work.
We ensure sales staff and managers receive effective training in the new systems.
Next Steps
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Client Testimonials
Sam Riley
They stay there, they understand the business and then we get the benefit of all of their experience and they are specialist. Read more “Sam Riley”
Mark Burgess
We had plans for business growth but very little in place of marketing strategy and systems. We were starting from practically zero in the way of marketing expertise and systems. The Genroe team helped us develop the strategy, systems and execution to go to market. Genroe are a very professional and supportive partner. The methods,… Read more “Mark Burgess”
Russell Evans
A combination of street smarts as well as just an academic understanding of what NPS is all about. Genroe are passionate about it. Read more “Russell Evans”
Craig Scowen
Bernice McLeod
Every change that we want, or any idea that we have, we can talk to Genroe and they will make it happen or do something to make it happen to the same effect. I think that’s the most amazing thing, that we have that real-time feedback. We can just shoot them an email and we… Read more “Bernice McLeod”
Michael Bray
Genroe’s ability to be hands on with all areas of our business, guide each area of our business through the steps of introducing NPS into our BAU through outstanding communication, was their greatest strength. Read more “Michael Bray”
Joanna Thomas
Within days of implementing CustomerGauge we began uncovering our areas of strength and opportunities to improve our services to customers. Read more “Joanna Thomas”
Jeff McLean
I know one of the Managing Directors, who is in his late 50s, said when we put CustomerGauge in his business: it’s the single most transformational thing he’s ever seen in his 30 years in leadership. Read more “Jeff McLean”
Angela Jones-Blayney
Reports produced by Genroe are of superior quality enabling the business to critically analyse its position to ensure decision making is sound and based on best practice data. Read more “Angela Jones-Blayney”
John Moss
So, for me, it’s around the continued relationship and drive to improve our client loyalty, and just the sheer knowledge and experience in the Genroe team. Read more “John Moss”
Renee Farnham
Genroe, has added value to our business by truly seeking to understand our needs and providing us with tangible practical solutions – always! Read more “Renee Farnham”
David Schekoske
Absolutely have loved working with Genroe & the CustomerGauge team. They have been very supportive, above and beyond compared to any other business I have ever worked with. We’ve considered Adam Ramshaw as someone where it would always feel like we are his number 1 priority, with his availability and solutions second to none..
Michael McGough
I had a proposal which I needed to present to the CEO of our group, who without speaking with Adam or anyone at Genroe said, “How long did you guys talk this is super detailed, this is exactly what we need, go ahead”. Read more “Michael McGough”
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