FIZKES / SHUTTERSTOCK.COM


SALES TRAINING


Executing a Successful Virtual Sales Enablement Program


GERHARD GSCHWANDTNER, FOUNDER AND CEO, SELLING POWER


What does every sales leader want? Higher sales, better margins, and reps who engage the right prospects in meaningful conversations that lead to profitable customer relationships. While the de- sired outcome is clear, the challenge is figuring out how to get there – and in today’s times – virtually.


16 | NOVEMBER/DECEMBER 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Sales success requires the right people, the best processes, and the most effective blend of technology solutions. Here are four sales enable- ment strategies that sales leaders can use to achieve this goal.


1. CREATE A FORMAL, REPEATABLE ONBOARDING PROGRAM Research shows that companies with a formal, repeatable onboarding process experience 54 percent greater new hire productivity. Over two-thirds of employ- ees will stay three years or longer after receiving a good onboarding experi- ence. Innovative technology will speed up the virtual sales-rep onboarding


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