Pillar 7: Talent and Enablement
WHAT IS TALENT AND ENABLEMENT?
Leading revenue organizations spend considerable dollars improving the quality of revenue talent. Recruitment, selection, onboarding, training, development, digital selling tools, and supervision contribute to increasing the value and performance of the revenue resources.
Highly tuned talent organizations provision revenue team members with the right revenue acquisition tools.
WHY IS IT IMPORTANT?
The most powerful (and costly) element of a revenue organization is talent. Without the right revenue talent and enablement tools to improve performance, a revenue organization will not succeed. Accordingly, most revenue leaders invest significant resources to recruit, train, develop, provision, and manage customer contact talent. Great revenue talent fortified with enablement solutions drive revenue growth.
TALENT AND ENABLEMENT TOOLS (see Chapter 10)
Tool #1: Job Competency Profile
Tool #2: Talent Evaluation Factors
Tool #3: New Hire Onboarding Plan
Tool #4: Sales Playbooks
Tool #5: Learning Framework
Tool #6: Sales Manager Charter