Missing the 25% Sales Enablement Upside?

Find out with our sales enablement plan optimisation assessment.

A diagram illustrating sales enablement effectiveness to support our associated sales enablement plan questionnaire.

There is plenty of evidence that having a sales enablement plan and dedicated staff to carry out the plan, is worthwhile in terms of increased sales results. Yet many businesses can't justify the cost of a full-time sales enablement team.

The consequences are that other staff must fulfil sales enablement functions when they can find the time. As a result, sales enablement doesn't usually receive sufficient attention to optimise the sales resuts.

Sales Enablement Plan Optimisation Assessment

To use this sales enablement plan assessment, score your organisation on each of the statements below. Enter a score between 1 and 10 in the boxes adjacent to each statement.

Score according to the degree of truth in each statement. Make your score reflect reality.

The data is not recorded so you only have yourself to mislead.

Your total score and a chart showing the strengths and weaknesses reflected by your scores will be updated in real time at the bottom of the page.

Prospect Profile: 1. A profile of ideal customers together with pre-qualification criteria are clearly described and used by all appropriate staff.
Buying Personas: 2. Buying personas for the likely decision influencer and decision-maker roles in prospective customer organisations are clearly defined and used by all appropriate staff.
Buying Triggers: 3. Typical buying triggers are listed for each defined buying persona. These are the events that motivate buying personas to actively seek products, services, or solutions that are sold by the organisation.
Proof: 4. A rich archive of customer case studies, video interviews, testimonials, and success stories is maintained and used by all appropriate staff.
Approach: 5. A collection of tested email/letter/voicemail templates that can be easily adapted for use in new sales campaigns, is published internally and used for sales prospecting.
Sales Process: 6. A proven sales process is clearly defined. It explains the best-known method of facilitating a typical customer buying process while identifying and reporting the status and progress of sales opportunities.
Objections: 7. A list of common buying objections together with effective objection turnaround solutions is maintained, published internally, and used by appropriate staff.
Access: 8. All of the tools, templates, examples, and customer-facing content that is referred to in the sales process description, are easily accessible in a central depository and linked appropriately in all sales force automation applications.
Online Training: 9. Current online self-led training modules that address all stages of your sales process must be completed by all appropriate staff.
Continuous Improvement: 10. All of the sales enablement resources identified above are periodically reviewed and updated to utilise emerging best practices.
Total Score

Sales Enablement Plan Assessment Score Guide

If your total score for the assessment is over 80, could you have been overly optimistic in your scoring? Whatever the scores, the chart reflects strengths and weaknesses across the strategies included.

Don't leave it here. Decide your next steps. Action is the key to all progress.

Here are some suggestions:

Have other members of your executive team complete the assessment to validate your scores.
Decide what you want to improve and make a plan that identifies who will act, what will be done, and when the actions will be completed.
Test your plan with our Test Any Plan assessment.
Set up regular follow-up meetings with those who will be responsible for the plan's implementation.
Schedule a call with Clive Miller, the assessment author for an informal (free) or structured review.

No data entered on this page is recorded so if you want to keep your scores, save the chart to your device. For PC's, right-click on the chart and select save-as. For mobiles, take a screenshot.

If you have found this sales enablement plan assessment useful, add a comment below to encourage others.

Benefits of Using Our Fractional Sales Enablement Services:

Our full-time day job is delivering results through sales enablement so we focus on the work.
We learn about your sales environment, operations, marketing, market, and customers rapidly because we have done so for many new customers in the past.
Having delivered over 100 previous assignments, we have developed templates, frameworks, and tools that enable us to complete assignments quickly and efficiently.
You can contract for just the right amount of time and adjust it as you grow or your needs change.