Available Services
Sales Enablement Strategy & Program Development
Design and implement comprehensive strategies and programs aligned with organizational goals, including onboarding, training, and continuous development initiatives.
Field Insights & Resource Optimization
Collect and relay field insights on competitive challenges and product positioning for continuous resource optimization. Analyze enablement program effectiveness and make data-driven adjustments.
Sales Skills & Knowledge Enhancement
Identify and address skills/knowledge gaps through targeted training programs, coaching, and development plans. Deliver training on selling skills, product knowledge, and market-specific messaging.
Sales Process Optimization
Streamline the selling motion, identify coaching needs, buy/build sales methodology, and align enablement initiatives with company objectives.
Pipeline & Deal Support
Assist with pipeline reviews, prioritize deals, and provide strategic guidance on deal progression and positioning. Conduct call shadowing and review sessions to provide feedback and improve performance.
Cross-functional Collaboration
Partner with sales, marketing, product, and other departments to ensure alignment and effective execution of enablement initiatives.
Your needs are unique
Success is rarely a linear path, but you can still be strategic about how to get there!
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Sales Enablement professionals often use a maturity model to help guide their efforts in developing a sales teams organizational efficiency. There are many models that exist, but the one by Highspot provided here is the one we like to share. Simplist to explain.
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Carrera Consulting focuses on creating the groundwork for sales enablement at organizations by establishing the disciplines required in the first two stages of the maturity model.
Stage 1: Ad Hoc
Our experience, 90+ % of organizations are here but don't know how to develop into something more effective. Keep trying, not enough time, etc.
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Rudderless - Focus on understanding the business, strategically planning efforts, and focusing on small wins that have an immediate impact on sales reps.
Stage 2: Reactive
Once your organization can transition from Ad Hoc to Reactive, you've most likely seen a major behavior shift in the effectiveness of your sellers and your revenue.
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Discussions are much more fruitful with sellers, metrics are established, and best practices are being followed.
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Most organizations are way ahead of their competition by this stage, and things are good enough for what they need at this point.
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And when growth is experienced, you may want to consider what it takes to transition to stage 3 because you will most likely need a full time sales enablement role, or part time consultant to manage the content and processes to continue growth and support, and ensuring that everything built by now (investment) doesn't go off the rails.
How we do it
There is no one size fits all approach to our efforts. It's a strategic and disciplined approach in understanding and aligning with the needs of a business, then ruthless execution.
First we meet to gain an understanding of the current state of the business, what you want the future state to be, and how much time we have to get there.
Then we build an approach and work with key resources at the organization to develop and implement valuable xyz...
Contact
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