How to Build an Outcome-Based Enablement Program for Go-To-Market - - PowerPoint PPT Presentation

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How to Build an Outcome-Based Enablement Program for Go-To-Market - - PowerPoint PPT Presentation

Sep 25, 2022 132 likes •316 views

How to Build an Outcome-Based Enablement Program for Go-To-Market Success Elevate enablement and get a seat at the table You should be hearing my melodious voice - if not, let us know in the chat. Drop your questions in the chat and

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Elevate enablement and get a seat at the table

How to Build an Outcome-Based Enablement Program for Go-To-Market Success

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Housekeeping

  • You should be hearing my melodious voice - if

not, let us know in the chat.

  • Drop your questions in the chat and we’ll

answer them as we go / get to them in the Q&A.

  • We’ll be sharing the recording + slides

afterwards.

  • Any problems, let us know
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61% 16%

Have a dedicated sales enablement person Have a formal approach and charter

Fifth Annual Sales Enablement Study, CSO Insights, 2019 Sales Enablement Grows Up: The Fourth Annual Sales Enablement Study, CSO Insights, 2018

… up from 9% in 2018

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With great power comes great responsibility

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Traditional sales enablement success

  • Amount of content consumed / read
  • # videos watched
  • Average quiz result
  • % reps who are certified
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How do you know the programs you built had an impact and it wasn’t something else? How much of that sales performance is a result

  • f your enablement?
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Behaviour change Behaviour change from the learning being applied Concept Idea, methodology,

  • r concept to

convey to sellers Learning Content and quizzes that track how well reps learn

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Outcome-Based Enablement

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SLIDE 10 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business objective are you trying to achieve?

Outcome-Based Enablement Framework

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SLIDE 11 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business objective are you trying to achieve?

Outcome-Based Enablement Framework

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SLIDE 12 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business objective are you trying to achieve?

Outcome-Based Enablement Framework

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SLIDE 13 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business objective are you trying to achieve?

Outcome-Based Enablement Framework

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SLIDE 14 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business outcome are you trying to achieve?

Outcome-Based Enablement Framework

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A quick example...

Board directive

Double ARR by the end of the year

Outcome

Increase revenue per rep by increasing discovery to closed / won conversion

Milestones

  • Log 50 calls + send 150 emails every week of the quarter
  • Reduce time in discovery stage by 20% by end of quarter
  • Hit quota by end of quarter

Program

Listen to a Gong call, read a script, watch objections video, get certified on your discovery call by a manager, run an actual discovery call

Measure

What happened?

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SLIDE 16 MEASURE How are you measuring success? PROGRAMS What programs do you need to build to help your sellers hit their milestones? MILESTONES What milestones do you need to hit to achieve your outcome? OUTCOME What business outcome are you trying to achieve?
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Q&A

David@levlejumpsoftware.com www.leveljumpsoftware.com