DOMAINS of ENABLEMENT
ADDRESSING FRICTION ACROSS AND AMONG CORPORATE SYSTEMS
Define scope and
IDENTIFY RECURRING impact
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The weekend before Thanksgiving 2016 in Palm Beach, Florida a congress of around 100 sales enablement professionals participated in “The Birth of the Sales Enablement Society” and signed into existence the core doctrine for the global SES, which was rebranded in October of 2023 as the Revenue Enablement Society.
Their Founding Position #1: Sales Enablement Leaders do not see themselves as having a defined role, so in order to grow as a community and elevate the function, they identified four “Flavors” or Domains of Sales Enablement.”
Today, businesses need to bring together the right mix of capabilities across their entire company to deliver the value-based results customer expect.
This will only happen through Orchestration across each of these functional domains.
Are you an Orchestrator?
In our continuing research, we’ve found that Sales and Revenue Enablement practitioners exhibit specific traits / attributes and fall into one of six domains across the Enablement Landscape: Response, Talent, Pipeline, Message, Organizational, and Commercial Enablement.
Response Enablement Domain
The vast majority of Sales Enablement practitioners today haven’t evolved their function and remain in the status quo with a tendency to be…
- …focused on “fixing” salespeople to “do what they’re supposed to do.”
- …stuck on increasing sales activities rather than eliciting customers / prospects to take action.
- …short on turn-key services that sales leaders support and understand.
- …lacking co-accountability for sales results.
- …coordinating projects to “do to sales” rather than empowering sales superheroes with what they need to shine.
There are many organizations, vendors, and programs aligned to response enablement.
At OrchestrateSales.com we go against the flow of the status quo. We focus solely on supporting those who have chosen to #ChangeTheGame and take the less traveled Enablement road.
Orchestrate Sales was established to support Orchestrators in building out a cross-functional Enablement “business-within-a-business” from their Enablement Domain of focus:
Talent, Pipeline, Message, Organizational, and Commercial Enablement.
- WHO: Human Resources / L&D, Sales and Finance
- WHAT: Hiring, Onboarding, Training, Readiness
- WHEN: “From hire to retire.” An end-to-end business process that cuts across silos and elevates the employee lifecycle.
- MISSION: Streamlining talent lifecycle across hiring, onboarding, coaching, development, and evaluation.
- WHO: Marketing, Finance, and Sales.
- WHAT: Demand Management, Leads, Win rate, Opportunity management
- WHEN: “From contact to contract.”
- MISSION: They develop integrated programs to advance opportunities throughout the pipeline stages effectively.
- WHO: Product, Marketing, and Sales.
- WHAT: Messaging, Content, Presentations, Personas, Buyers journey
- WHEN: “From concept to contact.”
- MISSION: Organizing the company’s various capabilities into value stories to be easily consumed by sales and customers.
- WHO: Systems, compliance, and business processes
- WHAT: Administration, Efficient systems, Integrated processes, Reporting, Legal review, Quoting, Policies
- WHEN: The entire lifecycle with an emphasis on contract to revenue.
- MISSION: To simplify and improve “a day in the life of…” making the overall environment easier to navigate and redesigning the complexity out of internal policies and procedures to make them more pragmatic.
- WHO: The entire cross-functional company core.
- WHAT: Administration, Efficient systems, Integrated processes, Reporting, Legal review, Quoting, Policies
- WHEN: The entire Customer Lifecycle.
- MISSION: These are the Orchestrators that truly break the glass ceiling and elevate Enablement, informing a go-to-customer value strategy and providing management full transparency into the efficacy and momentum of the commercial engine.
WHAT IS YOUR CORPORATE MISSION? YOUR SALES ENABLEMENT SCOPE?
YOUR SENSED PURPOSE AS A PRACTITIONER?
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