1. Sales Diagnostic Tool Kit

2. Sales enablement diagnostic toolkit overview
What is the Sales Enablement Diagnostic Toolkit?
It is a tool that prioritizes Sales Enablement initiatives
What will the Sales Enablement Diagnostic Toolkit do?
It will outline which initiatives Sales Enablement should be focused on right now
What does it mean to implement the Sales Enablement Diagnostic Toolkit?
It means Sales Enablement is performing high value, strategic work which is making the sales team more effective

3. How to Use this Information
After you’ve followed the process in the toolkit you’re next step will be to identify the initiative which can be used to solve the gap
The list on the left is a set of initiatives that top performing Sales Enablement teams are performing today
Those initiatives are aligned to major gaps that they are often solve
Use this as a guide to determine your prioritized list of Sales Enablement initiatives
Sales Enablement Initiative
Sales Force Gap
1. Agile Sales Training
Knowledge gap in key processes or components of sales strategy
2. Mobile Playbook
Not having the right content available at all times during sales opportunities
3. Sales Adoption
Training materials not being utilized
4. Certification Program
Skewed distribution of top performing reps and bottom performing reps
Note – Sample set of Sales Enablement Initiatives

4. Approach 1. Confirm Sales & Marketing Strategy to Ensure Alignment
2. Conduct diagnostic to identify gaps which impact the effectiveness of sales force
3. Define problem and calculate the potential impact from solving the gap

5. 1. Confirm Strategy Overview Key Activities Exit Criteria
Confirm the sales and marketing strategy to ensure focused diagnostic efforts
Key Activities
Review sales strategy with key executives
Review marketing strategy with key executives
Identify areas which are effectiveness-focused
Determine specific discovery efforts to be used in next step
Exit Criteria
Strategies reviewed and diagnostic is ready to begin
Strategy Document
Effectiveness Component
Sales Strategy
Sales Coaching Focus
Sales Adoption
Marketing Strategy
Buyer Research
Campaign Planning

6. 2. Conduct Diagnostic Overview
Conduct discovery to determine gaps impacting sales effectiveness
Key Activities
Identify sample size where discovery efforts should be focused
Determine initial hypothesis
Focus diagnostic around hypothesis
Repeat until key problem(s) identified
Exit Criteria
Problems defined that are linked to major gaps in sales effectiveness

7. 3. Define problem and calculate potential impact
Overview
Prioritize the gaps based upon the potential impact which would be realized if solved for
Key Activities
Calculate Upside Potential for each gap
Determine how long it would realistically take for the upside to be realized
Combine the two data points together for each gap
Prioritize based upon potential impact
Exit Criteria
Problems prioritized and there is clarity on which gap needs to be addressed first