1、Buyers Guide to Sales Readiness PlatformsBuyers Guide to Sales Readiness PlatformsHow will this guide help you?Sales organizations face more,bigger,and more frequent challenges these days:greater competition,increased market volatility,remote teams you name it.More complex challenges require compani

2、es to take a comprehensive sales readiness approach to overcome them.Unlike point solutions that address only some aspects of these challenges,a sales readiness platform empowers revenue teams to take a complete approach by combining industry-leading sales enablement,content management,conversation

3、intelligence,and coaching tools all in one place.This buyers guide will help you determine the capabilities youll need from a sales readiness platform to ensure your sales teams are always ready to hit their numbers.Youll find out about:How to get the most out of your sales force1How sales readiness

4、 platforms work,and how they can help2What to consider before investing in a sales readiness platform3Vendor comparisons for sales |#1 in G2s Top 50 Enterprise Products 2Be ReadySales enablement vs.sales readiness Sales enablement is an established practice at many organizations,but its different fr

5、om sales readiness.Heres the difference:Sales enablement is the training,reinforcement,and practice that enables salespeople to build knowledge and engage in successful interactions with prospects and customers.Sales readiness,on the other hand,is a continuous state of excellence to grow revenue by

6、using a suite of tools and processes that increase knowledge,enhance performance,and adapt to change.Building knowledge through sales enablement is a key part of a comprehensive sales readiness approach.Buyers Guide to Sales Readiness PlatformsHow to get the most out of your sales |#1 in G2s Top 50

7、Enterprise Products 3Be ReadyBuyers Guide to Sales Readiness PlatformsGetting the most out of your sales force Anyone whos been around sales for long enough has heard of the 80/20 rule:Count on the top 20%of your sales force to carry the load for the other 80%and meet quota.And for a long time,the i

8、mplicit assumption was that sales managers could simply hire right,find that 20%they could count on,and make the number.But todays buyers are savvier,competition is more intense,and sales cycles are more complicated than ever.As a result,its harder than ever to find that 20%of reps who can“just do i

9、t.”The facts are:So instead of counting on 20%of sellers to carry the load,you may be down to 5%or 10%who are consistent achievers,and have to hope for the best from the rest of your reps.At the same time,the Bridge Group reports that the median annual seller turnover sits at 20%(and is expected to

10、rise)with the 25th and 75th percentiles at 15%and 33%,respectively2%Meanwhile,Forrester Research reports that the average sales quota attainment has dropped from 63%to 43%by some estimates2%According to CSO Insights,it takes more than nine months for a rep to hit full productivity9+|#1 in G2s Top 50

11、 Enterprise Products 4Be ReadyBuyers Guide to Sales Readiness PlatformsForward-thinking sales organizations take a more proactive,data-driven approach to increasing sales productivity.They dont accept the premise that sales is an art and the only way to fix flagging results is to hire better.Instead

12、,they codify the skills it takes to succeed and then build programs to replicate winning behaviors.Critical steps in this process include:Identifying your ideal rep profile(IRP)Instead of accepting the idea that sales success is an unsolvable mystery identify the combination of skills that correlate

13、 to revenue and success.Ideal company profiles(ICPs)are sales targets that are commonly developed through data analysis;do the same thing for your salespeople(youll see how in a bit).Building IRP-focused enablement programs Instead of using anecdotal evidence or attempting random acts of enablement,

14、build programs that focus on the skills youve identified in your IRP.Identify how each reps skills map to the IRP and provide individualized enablement that focuses on skill gaps helping you reduce ramp time and improve results.Using knowledge checks,reinforcement,and practice to ensure knowledge is

15、 maintained and used Telling your reps“how to fish”without seeing if theyve learned and internalized key concepts threatens to derail your entire enablement investment.Ensure salespeople remember and use the skills youve taught them before money is on the line.Analyzing real-world performance Perhap

16、s the biggest threat to improving sales performance is using lagging indicators,like revenue outcomes,to determine sales effectiveness.Instead of waiting for the deal to close and then trying to figure out what went right or wrong,measure how reps are performing against the skills youve trained them

17、 to use,identifying areas that need remediation.Empowering frontline managers Most managers coach to deals,mostly because its the only data-driven option at their disposal.Instead,arm them with clear information about the skills that need remediation and help them provide individualized coaching.Not

18、 taking shortcuts Each step in this process contributes to your overall readiness strategy.Its critical to incorporate each of these focus-areas to achieve continued sales success.Competitor Knowledge 10%|#1 in G2s Top 50 Enterprise Products 5Be ReadyValue Articulation 15%Product Knowledge 15%Commun

19、ication Skills 15%Objection Handling 10%Customer Persona 10%Buyers Guide to Sales Readiness PlatformsHow sales readiness platforms work,and how they can |#1 in G2s Top 50 Enterprise Products 6Be ReadyBuyers Guide to Sales Readiness PlatformsHow do sales readiness platforms work?Successful sales orga

20、nizations use a methodical approach to sales readiness.However,they dont expect miracle results using just a spreadsheet and a bare-bones onboarding tool.Instead,they achieve their desired results using a unified software platform that empowers them at every step of the process:01Define Excellence02

21、Build Knowledge03AlignContent04AnalyzePerformance05OptimizeBehaviorSales Readiness F|#1 in G2s Top 50 Enterprise Products 7Be ReadyDefine excellenceThe IRP that drives success1Build knowledgeProvide individualized skill training,practice,and reinforcement based on the IRP2Align contentSupport readin

22、ess in the field with just-in-time training,tools,and content3Analyze performanceScore the effectiveness of sales interactions and highlight areas for improvemet4Optimize behaviorDeliver individualized coaching to bridge demonstrated skill gaps and improve outcomes5Buyers Guide to Sales Readiness Pl

23、atformsIndustry-leading sales enablement Incorporates sales-focused learning,reinforcement,and practiceIntuitive and powerful administrationSales-focused training modalitiesTemplates to save you timeEasy-to-create microlearning contentGamified sales activitiesEngaging quiz and assessment questionsEa

24、sily manage the needs of different groups and departmentsCapabilities built to engage salespeople and hone sales-specific skillsPre-built templates for the most common sales enablement needsCreate engaging video content with just a few clicksLive and team challenges promote camaraderie and friendly

25、competitionInteractive questions that create an immersive learning experienceEffective content managementAutomated,adaptive training based on demonstrated skill gapsOn-demand and instructor-led trainingCentralized governance and version controlIndividualized learning paths that adjust automatically

26、based on multiple variablesIncorporate blended learning to achieve the greatest impactPlatformTrainingWhat platform functionality is needed to support a successful sales readiness approach?Here are the key capabilities to look for:What you needWhat to expect from a readiness platformKey attributes o

27、f a sales readiness |#1 in G2s Top 50 Enterprise Products 8Be ReadyBuyers Guide to Sales Readiness PlatformsScientifically proven spaced reinforcementsFrontline manager visibility into rep skill attainmentPeer feedback and idea-sharingRole-based reporting dashboardsDrill-down reporting for enterpris

28、e,team,and individual detailsTight CRM integrationEngaging questions pushed out anytime and anywhere to cement learning concepts into long-term memoryRole-based dashboards provide detailed analytics about skill attainment,comparison,and trendsShare ideas in virtually any enablement modality to gathe

29、r input and improve teamworkProvide role-specific views into enablement achievements on an individual and team basisView enterprise enablement trends and drill down through teams to see how individuals stack upDeliver complete enablement training through the CRM,and provide individualized content vi

30、a Salesforce opportunitiesAI-enhanced role-playsField coaching capabilitiesCorrelation of skills to business objectives and outcomesPractice pitches,demos,and written communications with AI-powered guidanceGuide frontline managers with templates for individualized,skill-focused coaching sessionsIden

31、tify winning behaviors that closed dealsReinforcementField activitiesReporting and analyticsIndustry-leading sales enablement(contd)Incorporates sales-focused learning,reinforcement,and practiceWhat you needWhat to expect from a readiness |#1 in G2s Top 50 Enterprise Products 9Be ReadyBuyers Guide t

32、o Sales Readiness PlatformsProvides analytics on content performanceProvides analytics on reps skills and behaviorsUnderstand the impact of content on sales workflowsIncorporate training results into individualized readiness analyticsSales content management Provides reps with any time,anywhere acce

33、ss to just-in-time learning,sales tools,and marketing collateralCross-platform content in a centralized data layerSupports the devices reps use in the fieldVersion control and content expiryAccess to all approved content (marketing,training,conversation intelligence,etc.)Maps to your specific needs

34、with a flexible structureAttaches helpful context to contentShares content externally and tracks engagementProvide access to all readiness content and activitiesnot just marketing assetsAvailable for both mobile and desktop usersEnsure only current content is available and only the most up-to-date v

35、ersion is accessibleManage access to content for both content owners and usersMimic your business workflow and taxonomyStore helpful training and other assets along with sales tools and marketing contentIdentify individual and total content engagementContent across workflowsSupports a wide scope of

36、training,tools,and contentGuides reps to the right content with smart searchKeep and update a single version of content that may be incorporated into multiple workflowsMarketing assets,sales tools,microlearning,quizzes,practice,&real-world conversation snippets all in one placeDeliver contextualized

37、 search of both metadata and data within contentContent governanceCore functionalityWhat you needWhat to expect from a readiness |#1 in G2s Top 50 Enterprise Products 10Be ReadyBuyers Guide to Sales Readiness PlatformsSales content management(contd)Provides reps with any time,anywhere access to just

38、-in-time learning,sales tools,and marketing collateralMakes content available within your CRMEnables just-in-time training and content deliveryProvides a content library within your email clientGoverns content within other tools in your stackProvide access to content in the flow of activity within t

39、he CRMAccess training anytime and anywhereSend and track marketing assets directly from popular email platformsManage content for sales,training,and other purposesSyncs content use and engagement to sales recordsDistributes snippets and insights from conversation intelligenceSupports democratic cont

40、ent creation and distributionUnderstand the impact of content on sales cyclesUses conversation snippets as examples of winning behaviors for contextual,ad hoc trainingEnable subject matter experts across the organization to create content within the solutionKey integrationsExpanded functionalityWhat

41、 you needWhat to expect from a readiness |#1 in G2s Top 50 Enterprise Products 11Be ReadyBuyers Guide to Sales Readiness PlatformsSnippets and librariesCall stats and insightsIndividual and team reportsGDPR complianceShare and store conversation snippets for use as best practices and other purposesI

42、n-depth analytics that help sales and enablement leaders evaluate real-world sales performanceMeasure individual and team performance against key skill metricsCompliant with GDPR privacy regulationsConversation intelligence Helps reps and managers identify how to improve both deal outcomes and indiv

43、idualized selling skillsSentiment analysisMobile appEmail analysisNext step and action item detectionAutomatic,highly-accurate recording and transcriptionCall themes and trackers (out-of-the-box and custom-built)Keyword searchUnderstand the buyers sentiment to gauge the impact of the conversationPro

44、vide comprehensive access and use via mobile devicesEvaluate the impact of email communicationsIdentify and recommend follow-up activitiesEnsure that conversations are recorded and transcribed accuratelyMeasure real-world performance against included and custom themesIsolate specific conversation se

45、gmentsAI-powered call scoringExternal call sharingCall and web conference analysisScore calls against best practicesShare calls with others for information,feedback,and to advance salesTranscribe and analyze conversation using the leading communication platformsDeal CoachingWhat you needWhat to expe

46、ct from a readiness |#1 in G2s Top 50 Enterprise Products 12Be ReadyBuyers Guide to Sales Readiness PlatformsIndividualized sales coaching and remediation Frontline managers can provide personalized coaching to address the unique skill gaps of every repCoaching templates“Coach the coach”manager anal

47、ytics Recommended content and training programs based on coaching sessionsRemediation for skill gapsHelp frontline managers coach to skills,sales methodologies,new product introductions,and other initiativesIn-depth analytics to measure the impact of frontline-manager coachingRecommend content based

48、 on coaching-based evaluationsProvide a wide scope of remediation based on skill gaps including role-plays,challenges,quizzes,and assessmentsScoring and trend analysisScore key skills during coaching sessions,and use trend analysis to understand the impact of coaching effortsFinally,look for a vendo

49、r that provides a unified data platform that gives you a complete view of readiness efforts and results.What you needWhat to expect from a readiness |#1 in G2s Top 50 Enterprise Products 13Be ReadyBuyers Guide to Sales Readiness PlatformsWhat to consider before investing in a sales readiness |#1 in

50、G2s Top 50 Enterprise Products 14Be ReadyBuyers Guide to Sales Readiness PlatformsWhat to consider before investing in a sales readiness platform Many vendors claim their software will improve sales results.While some can offer tangible benefits,they tend to offer siloed solutions that focus on the

51、symptoms rather than the illness.The challenge is that improving sales productivity is much harder with a collection of siloed solutions vs.a single,unified platform.For example:Without correlating skills to outcomes,sales enablement leaders take their best guess at enablement priorities,threatening

52、 ramp time and reducing training effectiveness Siloed sales content management tools focus on sharing marketing content instead of highlighting winning conversations and real-world sales interactions through virtual role-play practice,reinforcement exercises and more focusing on sharing marketing co

53、ntent instead of improving in-field performance Siloed conversation intelligence solutions focus on deal outcomes but miss the opportunity to help frontline managers identify and coach to skill gaps that can affect all the deals in a reps pipeline not just the one in front of them Thats why both com

54、prehensive capabilities and a unified platform are required to produce the best results.With Mindtickle weve adopted an integrated and engaging approach that takes into account the specific needs of each seller to help them build the knowledge,skills,and behaviors on an ongoing basis for success in

55、the |#1 in G2s Top 50 Enterprise Products 15Be ReadyBill Mills Manager,Sales Enablement,Thomson ReutersBuyers Guide to Sales Readiness PlatformsVendor comparisons for sales |#1 in G2s Top 50 Enterprise Products 16Be ReadyBuyers Guide to Sales Readiness PlatformsCorrelation of business outcomes to tr

56、ainingCorrelation of business outcomes to the skills that win dealsIdeal rep profiles(IRPs):The combination of skills and behaviors that drive consistent successSkill-based drill-downs:Visibility into readiness from an organization-wide view down to individual contributorsRole-based dashboards:Readi

57、ness analytics for improving sales performance for key Sales rolesVendorCapabilityDefine excellenceVendor evaluation guide for sales readiness platforms Which vendors offer the most comprehensive sales readiness platforms?Weve created the following chart to see how the Mindtickle Sales Readiness Pla

58、tform fares against other vendors in the space.Advanced functionalityMinimal functionalityblank No functionalityMeets requirementsL|#1 in G2s Top 50 Enterprise Products 17Be ReadyBuyers Guide to Sales Readiness PlatformsOn-demand trainingLive,instructor-led trainingCourses and curriculumsSales-focus

59、ed engagement mechanics:Games,leaderboards,team-focused contests,and other activities that are purpose-built to engage salespeopleVideo-based microlearning:Bite-sized video content for easy engagementConversation intelligence examples:Use of snippets from real-world sales interactions to demonstrate

60、 best practicesSkill attainment metrics:Individualized analytics that show skill attainment vs.winning behaviorsIndividualized training:Automatically adjust training based on demonstrated skill gapsSpaced reinforcements:Engaging,scientifically proven spaced reinforcement quizzes to improve retention

61、AI-based virtual role-plays:Practice pitches,demos,and more with AI-based analysis to identify areas for improvement before money is on the lineVendorCapabilityBuild KnowledgeAdvanced functionalityMinimal functionalityblank No functionalityMeets |#1 in G2s Top 50 Enterprise Products 18Be ReadyBuyers

62、 Guide to Sales Readiness PlatformsJust-in-time access to readiness assets:Real-world call recordings that demonstrate best practices,microlearning from SMEs,training modules,virtual role-play practice,and moreContent filters and attributes:Find the right content using filtersUniversal version contr

63、ol and expiration:Ensure that only the most up-to-date,current content is available for accessSharing and tracking marketing assetsConversation intelligence:Analyze real-world sales interactionsFrontline manager field coaching tools:Enable frontline managers to provide individualized,skill-based coa

64、chingMeasure performanceOptimize behaviorDeal intelligence:Identify and remediate individual dealsSkill intelligence:Identify and remediate individualized rep skill gapsCall scores:Quantitative analytics that measure performance against winning behaviorsRecommended remediations and coaching:Automate

65、d coaching recommendations and training content based on real-world sales interactionsComing |#1 in G2s Top 50 Enterprise Products 19Be ReadyVendorCapabilityAlign contentBuyers Guide to Sales Readiness PlatformsWhy Mindtickle?Mindtickle helps world-class companies be ready to grow revenue by increas

66、ing knowledge,understanding ideal sales behaviors,and adapting to change.To do this,The Mindtickle Sales Readiness Platform empowers revenue teams with industry-leading sales enablement,content management,conversation intelligence,and coaching tools all in one unified platform.Mindtickle enables our

67、 customers to:Define Excellence.Establish a Readiness Index that sets a baseline for what knowledge,skills,and capabilities each sales rep in your organization should possess.Build Knowledge.Use the most configurable,comprehensive,and individualized platform purpose-built for sales training,practice

68、,and reinforcement for onboarding and continuous training.Align Content.Align just-in-time training,tools,and marketing assets under a unified platform,giving salespeople access to virtually any training,conversation recording,practice session,reinforcement activity,and more.With Mindtickle,we can c

69、onsolidate and centralize content and assets in one place,have a view of the readiness of our reps that is tied to field performance,and have established a coaching culture for ongoing success.Ken Blank Sr.Sales Enablement Programs Lead,I|#1 in G2s Top 50 Enterprise Products 20Be Ready Analyze Perfo

70、rmance.Use AI-powered conversation intelligence to provide insights on whats happening in real-world sales interactions,using call scores to identify areas for improvement.Optimize Behavior.Use extensive sales coaching capabilities to close the loop between real-world performance and the behaviors that win deals.