Fractional RevOps and Sales Enablement For The CRO and Sales Leaders

Four Sales Enablement Projects for the CRO that quickly generates demand and boosts revenue.

Sales Methodology Adoption

Land Expand Explode

You’re a Chief Revenue Officer, CRO. Your company spent a lot of money on sales methodology. It could be MEDDIC, SPIN, Sandler, Challenger, or something else.

Two to four months after the training launch, frontline sales management and the reps revert to their old habits and approaches. They’ve seen slippage on quota attainment. They want something as simple as possible, but robust to generate predictable revenue. They’re not getting the benefits that you expect, leading to revenue growth.

Worse, they see would-be customers losing out too.

Light the Fuse

Onboarding

New Sales team Members, Partners, Programs, Projects

CROs, CMOs, and chief financial officers are optimistic about 2024. They have hiring plans in place. They’re assuming that all the new sales team will ramp up quickly. Those lofty goals bear the risk of falling short of targets without time to refresh the onboarding content.

All Aboard

Sales Kickoff – SKO

Stakeholder Boot Camp, Product Launch Event, Hackathon Mashups

You’ve set the date for the sales kickoff, the SKO. Fellow executives in marketing and product have big bets to launch new campaigns, new products. Cross-functional organization teams may be hosting a hackathon or bootcamp event for stakeholders of your ecosystem.

The Chief Revenue Officer has a focus on her or his big bets. They want to spring into a new selling season with focused execution. The problem with planning for it in the final quarter, as pressure mounts to close the period strong leaves some important items to fall through the cracks.

Many tasks need to be done months in advance. The problem is that one needs a strong focus for Q4, but attention is split. When sales execs chase two rabbits at the same time, they catch zero.

Flip the Coin

Extra Hands

Charging Your Ecosystem and Stakeholder Engagement

Stakeholder engagement lags and there’s too much contentment. For the last couple of years, sales enablement teams have been reduced.

As the Chief Revenue Officer, it’s challenging to have many things to execute and suddenly realize you don’t have enough hands. That’s a difficult situation. You are faced with forgoing opportunities and making decisions because you don’t have the bandwidth. Settling with stale unusable content messaging.

The team has holes, and you drop balls if you give them more to juggle because there’s just too much on the plate.

High Fives

Sales Methodology Adoption for CRO and VP Sales

Action

You’re faced with a decision. You have three options.
- Write it off.
- Go again with a different methodology and hope it works.
- Bring a person who is expert at applying the methodology, who knows it and can operationalize it and make the needed changes stick with the reps and managers.

Result – Impact

The deal management pipeline reviews have CRM reflect the actual methodology. You recoup your investment in the sales methodology training. Your company reaps the reward of methodology. Adopting the process makes it work for your acquisition team, and for your whole organization. Your team reaches outcomes like higher conversion rates particularly at later sales stages and the big commitment doesn’t get pushed to the next month or quarter. On the customer success team, it works to drive Net Revenue Retention with activation, customer onboarding, upsell and expansion motions.

Onboarding for CRO and VP Sales

Action

There are several actions the CRO can take.
- Make onboarding programs best-in-class, up to date, high impact practices that reflect meaningful preparation for upcoming OKRs.
- Give them certifications that mean something.
- Host roleplay and coaching scenarios that actually engage and work.
- Hire an expert sales enablement professional with onboarding experience, who can introduce best practices, update materials, improve the results that would be average at best otherwise.

Results – Impact

The results:
- Replace old onboarding program management content.
- Exposed best practices.
- Introduced current best practices, operationalized, scaled.
The Impacts:
- Aggressively cut new-hire ramp time.
- Time to the first sale shorter.
- Productivity to break-even sooner.
- Higher rate of reps over their quota.
- Greater assurance reps will hit the ground running when you hire them all from making better onboarding programs.

Sales Kickoff – SKO for CRO and VP Sales

Action

Find and hire a fractional sales enablement professional. One who has expertise, who has run these events turnkey. They can handle the planning and the logistics for the event. They bring ‘done for you’ services, so you can have high impact events, meaningful events, people will love it.

Results and Impact

Result is engaged sales reps, engaged sales management teams, engaged clients and partners growing revenue, traction with account executives and SDRs and the frontline management team with the go to market strategy – GTM.

Extra Hands for CRO CMO Chief Product Officer and VP Sales

Action

Bring in a fractional enablement professional for only a few weeks or months. They can be assigned a discrete project. The subject matter experts in sales enablement know the space. They have systems knowledge. They can create the content.

They can write playbooks, execute the playbooks, hire the sales enablement people. They can:

Listen to more calls on Chorus or Gong and give some coaching feedback to your team.
Decompose long form content and make it consumable and offer short snippets to be presented in LMS or with marketing.
Build a playbook.
Create some content.
Make a new course on AI prompts or AI tools.

Result – Impact

With extra hands, the CRO can build momentum in the upcoming quarter. The team has got some breathing room to focus. Reserve attention in the present quarter to close more business.

There can be better alignment between the CMO marketing team and Sales reflected in improved conversion rates in selling to customers, generating referrals and enhancing existing customer success.

An added upside potential is the CRO and Chief Customer Officer can be more strategic through nurturing new campaigns, reducing CAC, shortening sales cycles, increasing sales deal sizes, raising LTV lifetime value, cutting churn, and maximizing NRR Net Revenue Retention.