Five Ways Revenue Enablement Teams Can Survive & Thrive During a Downturn
Voices of Enablement Summaries
What is Voices of Enablement?
Voices of Enablement is an interview series with practitioners and thought leaders in revenue enablement. We pick their brains for insights and advice on how enablement teams overcome their most pressing challenges.
In our inaugural season, we talked about securing executive support and hitting revenue targets during a volatile economic climate.
From a dozen interviews, we've compiled five practical tips on how to elevate the role of enablement function and make a bigger impact on the organization.
Take a proactive, data-driven approach to enablement
Leadership teams often see enablement as a reactive function, constantly accommodating the sales team's demands. That’s why enablers should use technology and insights to proactively identify and resolve issues, and pay close attention to the data that shows the real impact of enablement efforts.
Align enablement initiatives with organizational goals
If you want your enablement initiatives to shine, they must be in sync with your organization's business objectives. Aligning your enablement initiatives with business priorities is a must. You also need to keep a keen eye on the KPIs that each initiative influences. Numbers are your best buds when it comes to proving impact.
Enable Sellers in their moment of need
The forgetting curve poses a significant challenge for enablers. Simply relying on one-time onboarding programs won't suffice. Enablers need to:
Embrace everboarding and prioritize continuous learning to keep knowledge fresh and relevant
Provide support and enablement when it's most crucial for reps
Integrate enablement into the rep’s workflow
Make cross-functional interlocks work
Sales enablement is a team sport. Alignment, clarity, and trust are essential ingredients for successful cross-functional partnerships that deliver organizational impact.
Measure the right KPIs
There are many misconceptions about how revenue enablement should be measured. Enablers must carefully navigate these murky waters and identify the leading and lagging indicators that correlate enablement initiatives with revenue outcomes.
Find ways to get more out of existing customers
With economic uncertainty on the rise, enabling customer success teams is gaining importance. And rightly so. It’s crucial to strengthen your partnership with customer success leadership so you can assess how enablement can provide valuable support to their efforts and work together to drive revenue growth.
The Way Forward
The current economic downturn has brought into sharp focus the need for revenue enablement to evolve from a support function to a strategic role.
Unless enablement teams are aligned with organizational goals, ensure tight integration with other functions, and have a clear understanding of the right KPIs, they cannot succeed. Enablement teams also need to be more proactive and data-driven if they want to move from the sidelines to earn a seat at the leadership table.