1、 How Revenue Leaders are Preparing Sales Teams for Virtual SellingState of Remote Readiness Report2About This ReportWe surveyed over 120 revenue leaders in collaboration with Revenue Collective,to find out how theyre equipping and preparing their sales people to execute their organizations game plan

2、 for 2021.0-400employees401-3000 +93(73%)23(18%)4(3%)7(6%)200406080How big are their companies?What are they responsible for?Customer SuccessField,enterprise or strategic salesBusiness and account development Inside SalesMarketing74(62%)71(59%)62(52%)34(28%)31(26%)2004060801.The expan

3、ding sales tech stack2.Whats on revenue leaders minds3.Biggest challenges to training effectiveness4.Trends were seeingWhat well cover:3 48%of revenue leaders could not explain the differenceWhat is the difference between sales training,sales enablement,and sales readiness?Every customer interaction

4、 is now a revenue opportunity in the virtual age.To make sure salespeople have the right tools to execute the organizations go-to-market strategy,revenue leaders are now involved in evaluating sales technology.But 48%of revenue leaders cant explain the difference between sales training,sales enablem

5、ent and sales readi-ness.Can you?Sales training:provides foundational knowledge on products,processes and the organization.Sales enablement:provides information,content and tools that help sellers sell more effectively.Sales readiness:continuously empowers sales teams to be on message and on task ev

6、ery time they interact with a prospect.4 of respondents believe they will be more likely to buy solutions from multiple vendors than to buy a platform from a single vendorWhat technologies are you investing in to help enable your team?Revenue leaders dont necessarily know what each tech solution doe

7、s,which makes it difficult for them to select the right product.So,76%are looking at buying point solutions to solve individual problems rather than one platform that solves most of their problems.And there are many different types of point solutions.As a result,organizations are managing an expandi

8、ng sales tech stack with multiple vendors,a wide breadth of functionality and plugins.Integrations between point solutions can often be fragile and may impact your ability to execute at pace.Whether your organization is in hyper growth or well-established,managing a large tech stack is probably taki

9、ng significant time and using valuable resources.CRMLMSForecasting softwareSales training softwareProgram management softwareSales content solutionsSkill development and coachingCollaboration Software20040608073(65%)50(44%)50(44%)34(30%)29(26%)25(22%)22(20%)16(14%)In what technologies are you invest

10、ing to help enable your team?76%76%24%Buy a platform from a single vendorBuy point solutions-from multiple vendors5Have you documented what it takes to be a successful remote rep?8%15%27%51%50%of revenue leaders havent documented what it takes to be a successful remote sales rep.Before choosing a te

11、ch solution you need to know what kind of tool you need.To do this you should establish a baseline of what success looks like to you.Too hard to get agreements across functions on key metrics/actionsDo not believe we can access a repss activity level on social channelsToo much time required to execu

12、te the projectOther initiatives are more important at our size and scale6Which describes your teams overall effectiveness in training and developing sales people?Without establishing a baseline for what you want to achieve your initiatives may not hit the mark.75%of revenue leaders feel only somewha

13、t effective at training their salespeople while over 17%are not at all effective.People have trained hard but theyre not ready to sell.To perform consistently quarter over quarter,salespeople need continuous focus on improving their skills.To improve readiness on an ongoing basis you need programs t

14、hat are backed by science and research so that you can figure out what your salespeople need to learn,develop and know.75%feel“somewhat”effective at training their salespeopleNot at all effectiveSomewhat effectiveExtremely effective75%17%8%12 months ago a leader could go to a meeting with a salesper

15、son and coach them immediately afterwards.In a remote work environment you need to think differently.7What are your three most pressing initiatives?The problems that revenue leaders are trying to solve are similar.1.Getting new salespeople ramped up or productive2.A salespersons need for training an

16、d development to address a skill deficiency3.Bringing underperforming salespeople up to an acceptable performance level Respondents agree on the top three most pressing initiativesGetting new salespeople ramped up or productiveAssisting successful sales-people in sharpening skills or expanding capab

17、ilities A salespersons need for training and development to address a skill deficiency Bringing underperforming salespeople up to an accept-able performance level Preparing salespeople for success in a new assignmentSupporting a change in sales messagingEfficiently distributing marketing contentPrep

18、aring experienced salespeople to sell a new product,service,or solution 20040608081(67%)42(35%)45(37%)33(28%)32(27%)47(39%)28(23%)48(40%)Achieving each of these is more challenging in a remote environment.Information sharing around the proverbial water cooler is no longer possible.Leaders now have t

19、o reimagine how to manage,interact and engage their sales organization.8What readiness techniques are you using?To enable salespeople to continue to share information,learn and grow,revenue leaders need to look to new techniques and toolsets.Readiness programs are designed to get every-one to execut

20、e the organizations plan the way it was envisioned.To do this front-line managers need tools that enable consistency,actionability and reportability.These tools create small learning moments throughout the day.Micro-learning lets a sales-person answer a question about objection han-dling in a couple

21、 of minutes.They can practice the five questions to ask during discovery just before going into a meeting with a prospect.These techniques put salespeople in the right mindset when they need it the most.Coaching sessionsReinforcement QuizzesCRM Trigger based trainingRoleplayMicro Learning lessonsSki

22、lls Gap training modules20040608010097(87%)75(67%)55(50%)30(27%)15(13%)12(11%)8Organizations are investing in coaching capabilities and supplementing these with role-plays and micro-learning to move the needle on revenue performance.9What is your current level of sales readiness resources?Three year

23、s ago,few organizations had invested in standalone enablement or readiness teams but thats changing fast.According to TOPOs 2020 Sales Enablement Market Guide,the sales enablement function will see a 46%increase in size in the next 12 months.Most organizations have either zero or one resource assign

24、ed to sales enablement or readiness.Most revenue leaders are looking to expand their sales read-iness capability,with 51%envisioning they will have two to four resources within three years.With more resources,revenue leaders will be well-placed to help more people reach their full capability and get

25、 better sales outcomes regardless of where they work.Readiness resourcingResource investment timeframe1 resource is far too little2-4 resources feels just right5-7 resources feels like too much1 or less2-45 or more51%26%62%36%23%61%of revenue leaders believe one resource is too little10Key Takeaways

26、 to Achieve Predictable Revenue GrowthIn 2021,revenue leaders will need to focus on building a new kind of sales culture.With everyone working remotely,building relationships and selling virtually requires different skills and needs a different approach from management.To prepare your remote sales t

27、eams to execute your game plan in a virtual world we have identified four things that your organization should do.1.Establish a baseline of what success looks like2.Staff-up and create a“Readiness”motion3.To win you must take time to prepare4.Get the right tech to help.Less is more!Key Takeaways:111

28、.Establish a baseline of what success looks like To put in place successful enablement or readiness pro-grams,you first need to know what success looks like for your organization.This involves:Identifying what core metrics your revenue leaders are focused on Documenting what activities will help you

29、 achieve those metricsThen you can build your training,enablement and ongoing readiness efforts to help you achieve success.2.Staff-up and create a readiness motionTo create and continuously update and improve your enable-ment and readiness programs you need dedicated resources.The size of your enab

30、lement or readiness team will depend on a range of factors including:The size of your sales organization The complexity of your products or services Your buyers purchasing process 11Key Takeaways124.Get the right tech to help To prepare your sales organization to be ready to sell and grow revenue re

31、motely requires investment and infrastruc-ture.The right technology can help your organization scale and pivot quickly,execute efficiently and drive effectiveness.It also gives you access to data and insights to enable you to continually learn and improve your enablement and sales readiness activiti

32、es.123.To win you must take time to prepareKey TakeawaysIt takes time to build a sales enablement or readiness engine.Taking your organizations vision of success you need to:Identify what activities you need to put in place Determine what other training programs your organization needs(like onboardi

33、ng for new hires)Determine the best way to achieve your desired resultsThen you can put get to work creating an enablement and readiness program that ensures your sales organisation is prepared for every revenue opportunity.13Insight Wrap Up!In Summary:48%of revenue leaders couldnt explain the diffe

34、r-ence between sales training,sales enablement and sales readiness,which makes it difficult for them to know what tools they need in their tech stack.76%are choosing to buy point solutions,making their tech stack more complex to use and manage.But only 50%have documented what success looks and just

35、17%feel like their training solutions are effective.The needs of revenue leaders are relatively homoge-nous,with 67%focused on the same three initiatives to maximize productivity in a virtual working environment.Organizations use a range of readiness techniques to move the needle on performance but

36、they need more resources to implement these.51%of revenue leaders expect they will have between two and four sales enablement or readiness resources within three years.MindTickle helps your salespeople acquire and hone the skills that are necessary to succeed in todays rapidly changing business clim

37、ate.The result?An agile sales organization that adapts to a remote-first selling approach in weeks instead of months,and driving results faster than the competition.MindTickle provides a comprehensive,data-driven solution for sales readiness and enablement that fuels revenue growth and brand affinit

38、y.Its purpose-built applications,proven methodologies,and best practices are designed to drive effective sales onboarding and ongoing readiness.With MindTickle,company leaders and sellers can continually assess,diagnose and develop the knowledge,skills,and behaviors required to effectively engage cu

39、stomers and drive growth.Companies across a wide range of industries use MindTickles innovative capabilities for on-demand,online training,bite-sized mobile updates,gamification-based learning,coaching and role-play to ensure world-class sales performance.2020 MindTickle I|N.America:+1.800.231.5578|APAC:+91.83.7883.7118|EMEA:+44.20.8103.5545|For more information,visit .