In ‘Is Sales Enablement just Lipstick on a Knowledge Management Pig?’ Gerhard Gschwandtner (@gerhard20) asked:
“What’s the real cost of running a Sales Enablement solution? Is there a need for editorial staff to help create and edit content, to set up template standards and apply them?”
The following job posting gives a bit of a hint what kind of tasks around a Sales Enablement Web Portal need to be performed manually:
Job Title: Sales Enablement Intern
Company: Initiate Systems
Job Location(s): Chicago, IL, US
Sales Enablement: Sales Enablement Web Portal– Maintain the sales portal by:
o Naming, dating, tagging and approving submitted assets on a daily basis
o Building or creating custom pages when needed
o Special projects
Sales Enablement: Sales Methodology (RADAR) Opportunity Sessions
o Scheduling monthly RADAR sessions for AEs
o Researching submitted RADAR opportunities to find additional materials
Sales Enablement: Weekly Reports
o Sales Portal weekly reports
o RADAR monthly reports
As time permits:
Lead Generation: Lead Processing
o Research incoming leads verify in Salesforce.com and add if necessary
Lead Generation: Telesales Tagging
o Add campaigns in Salesforce.com
o Add tasks for AEs in Healthcare and Enterprise
Lead Generation: Assist with Tradeshows
o Assemble collateral
Lead Generation: Mailings
o Tag campaigns
o Mail merge letters
Having been working with the cutting edge Sales Enablement solution BizSphere at the large b2b company Nortel since 2007, I can comment on the extend to which the tasks above can be automated:
o The submission process (for assets or pieces of information like contact details) can be shortened.
- Empower both – providers of official content (Product Marketing, MarComm, CI/MI, Training Department, Event Planning Team, etc.) and users who want to contribute (Sales, Customer Service, rest of work force, Channel Partners, etc.) – with an easy way to submit from within the context of the specific combination of geography, product/service/solution and type of information they are looking at. That takes care of the tagging. If they want to tag things further they should be allowed to.
- Implement a Content Governance model that automates notifications regarding content that needs to be approved, that reached the end of its Life Cycle, or that is meant for a limited audience only.
- For most companies cutting down the number of ways to submit content and even unifying the process so that one form allows to upload a single instance (Single Sourcing) and to publish it to multiple locations (facing the public, channel partners or only sales people) would be the wildest dream.
BizSphere goes further than Single Sourcing of assets. It does Single Sourcing for the fragments (nuggets) your assets consist of. When you only have one instance of a photo, a logo, the number of employees you have or lets say a value proposition, then it will be updated in all your assets the moment you update this instance. Your assets are being auto-generated! The moment you click the ‘Generate’ button, hundreds of nuggets come together to form an asset that is customized for the context you chose. You want to pitch an offering to a customer in Spain? Then the auto-generation means that only the customer references from Spain are being pulled and put together in a polished way according to the chosen template. (See Do we really want people who earn $150 an hour creating PowerPoint presentations from scratch? and Do you want your sales people to spend their time customizing slide decks?)
o The task of building pages can be reduced to typing the name of a new offering (product/service/solution) and clicking ‘Publish’.
- When you have established a context, your assets or their nuggets live in, then your sales portal’s pages can be dynamic and just list everything that is applicable for the given combination of geography, offering and type of information. A manually built page would be a silo that would be pretty much outdated the moment the intern from the job posting above has finished it. In BizSphere adding the name of a new offering automatically extends the number of possible combinations of geography, offering and type of information. For each of these combinations BizSphere lists what has a good standing with regards to its life cycle, therefore everything you see is fresh.
o Reports should be in real-time and not weekly.
- Having a dash board overview of both your inventory of assets and their usage lets you track whether a certain region or offering has no assets available or whether they are not being looked at. You will see which type of assets your sales people love (Ratings might not tell you a lot but usage data will). This ability is crucial in becoming better and better in focusing your marketing efforts on what will actually help sales to close deals. “IDC research shows that over 40% of all marketing assets handed over to sales are not in use today.” (IDC’s Best Practices in Sales Enablement – Content and Marketing, July 2009) Why pay someone to create reports every week when you and everybody else, who is interested, could have the kind of dash board BizSphere calls ‘Content Landscape’ as well as even more detailed usage metrics of the Sales Enablement solution; all of it in real-time and sliced and diced as you wish. For presentations to executives just create a deep link to how you sliced and diced the data and they will get to see the current – as opposed to last week’s – data.
BizSphere was the Sales Enablement solution Jeanne Hellman looks at in her case study of “implementing Sales Enablement in a complex, global company”.