How Enablement is Changing – and How You...

There’s a sales enablement evaluation going on. Are you ready for its changes? 

In this episode, I chat with Shane Evans, the Chief Revenue Officer at Gong. Together, we explore the rapidly evolving world of sales enablement and its challenges. Discover actionable strategies to improve your sales performance and productivity.

Guest Introduction: Shane Evans

• Shane Evans is the Chief Revenue Officer at Gong, a role that involves overseeing anything that touches customers or prospects interested in Gong. 
• His team includes sales development reps, solution engineers, implementation consultants, and customer success representatives. 
• With a focus on creating high-performing sales teams, Shane brings unparalleled insights into how data and technology can transform sales enablement.

The Problems in Sales Enablement

• Shane reveals some alarming statistics that highlight problems in the current state of sales enablement:
• 77% of sellers' time is spent on mundane tasks like data entry.
• Sellers are hitting only 30% to 35% of attainment, affecting their motivation and overall company performance.
• Only 1% of data from sales interactions makes it into CRM systems.

The Role of Revenue Intelligence

• Shane discusses how Gong’s focus on revenue intelligence addresses these challenges:
• Activity Capture: Gong automatically captures data from Zoom meetings, phone calls, emails, and Slack messages. This allows more comprehensive and accurate data to inform sales strategies.
• Targeted Coaching: AI analyzes interactions to offer pinpointed coaching on areas like competitive knowledge and effective questioning. This helps sales leaders provide real-time guidance to improve performance.

Success Stories

• Shane shares compelling success stories from Gong's clients:
• Upwork: Using Gong, Upwork improved its forecast accuracy to over 95%, significantly impacting its stock performance.
• ADP: The payroll giant uses Gong to enhance their win rates, average contract values, and overall productivity.

The Future of Sales Enablement

• Shane believes the future of sales enablement lies in utilizing data effectively to provide ultra-personalized coaching and support. 
• He stresses the importance of capturing contextual data to improve sales performance, regardless of the organization's size.

"Enablement is no longer about just creating generic documents and pumping them out for people to try and act on. It's identifying the skills and behaviors where people have gaps and then being very targeted in the moment to give them the coaching and the information they need to be more effective." - Shane Evans.

Resources

Shane Evans on LinkedIn

Gong.io  

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.