About the Guest Vik is an entrepreneur at heart. He learned the importance and essence of sales at a young age when he started a company when he was just 19 years old and ran it for approx 6 years. Vik started to fine-tune and acquire management consulting skills during his 6yr tenure at Accenture working with telecommunications across North America. He also worked on several M&A post-merger integrations during his time at Accenture. Vik joined Salesforce in 2011 and is currently looking after M&A GTM Integration. Contact Vik Mediratta Key takeaways Sales enablement is the ability to provide the right tools to salespeople to make them comfortable with their product offering, interpret it, and deliver it in a meaningful way to their customers. Vik and Salesforce look at how to deliver sales enablement so that it scales, along with how people like to learn and consume content in a way that sticks. Video, contextual, and in-person sales enablement work best. Customers want to see how you sell to someone so they can gain that knowledge. Nothing is more compelling and powerful than showing each other how you use the tool and do your job through a live demo. Sales enablement training should be done by people with a lot of experience in sales as a salesperson. Quotes “Training should be delivered by those who have been in the seat before.” “The last thing any salesperson wants to do is just not look confident in front of their customers… so certifications are a big deal and we take that very seriously.” “Make your commissions very transparent, let them know what they’re making on the deal.” Highlights from the episode What is sales enablement and what is your framework for it? Sales enablement is the ability to provide the right tools to salespeople to make them comfortable with their product offering so that they can take that material, turn it into their own language and deliver it in a way that’s meaningful for the customer. Here at Salesforce, we have a sales enablement function, but the product marketers play a key role in delivering the messaging and positioning to salespeople, working directly with sales enablement leaders. What tips and tricks have you learned for sales enablement to be successful? We look at how we can deliver sales enablement so that it scales and how people like to learn and consume content in a way that sticks. We deliver sales enablement in three ways, in person, in a contextual format, or in the video. Webinars and video is best for scaling because it allows learners to learn on their own time in a bite-size consumable format. Stand and Deliver has been a popular tool that has worked for us, where we give salespeople content, they present it, and then we score them based on a rubric. Contextual tools are useful for getting hands-on learning experiences. How do your programs create empathy for salespeople to feel the pain that consumers are feeling? We created something called Do My Job (DMJ), which are hands-on experiences inside the Salesforce tool. Nothing is more compelling and powerful than showing each other how you use the tool and do your job through a live demo. Then, salespeople are able to practice that with their customers, empathize with them, then brainstorm with them. Customers want to see how you sell to someone so they can gain that knowledge. How do I start? Who is the curator of the sales enablement training content? When we build content, it first goes through a messaging and positioning exercise: What are the key bullet points that go on that money slide from product marketing’s perspective? Before going to sales, we cross-validate everything with sales leaders. We must have input from the alignment of sales and product marketing.
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