Sales Operations vs Sales Enablement

Duration: 30 minutes

Learning objectives: Understand what Sales Operations and Sales Enablement is, and how to effectively collaborate between the two and the rest of the organisation.

Credit CPDEx:1.0

Tag(s) Self, English, Video, Conference, Level 6, Sales Manager (first line), Sales Leader (second line +), Finding & Qualifying Opportunities, Change Management, L6B1, L6B2, L6C1, L6L1, L6C2, L6L3

Description

Recommended audience

Head of Sales
Sales Director
Sales management & leadership professionals

Type of audience

English-speaking UK and International

Description

Whether buying as individuals or on behalf of our companies, researching online before we make a purchase, is something we can all recognise doing at some point.

Research suggests that 94% of buyers report using online research at some stage in the buying process.

This is the environment that our salespeople are walking into. Buyers in B2B and B2C arenas are more aware and informed than in earlier years, requiring a different approach than before.

So, what do our Sales Operations and Sales Enablement functions need to be doing to support our salespeople in this now-established reality?

What’s more, in what ways should these two departments collaborate to ensure their salespeople are set up for success?

This seminar session discusses how this can be so.

Key takeaways

· What are Sales Operations?

· Understanding Sales Enablement

· How Sales Operations and Sales Enablement Should Work Together

CPD Points

CPD Points: One

Presenters

Malcolm Johnston - Sales Leader Productivity, Whitbread

Experienced Global Sales Operations Director with a demonstrated history of working in the semiconductor industry. Skilled in Marketing Management, Budgeting, GDPR, Market Planning, Sales Forecasting, Agile Project Management, Product Ownership, International Business, and Go-to-market Strategy. Strong support professional graduated from Harrow College.