How to Build a Sales Enablement Strategy That Works

March 5, 2020

When Global Sales Enablement Director Aaron Adsit needs supplemental tools to support his current strategy, he turns in-house. Nintex Promapp allows enterprise companies to gain visibility into their processes with mapping software that salespeople can — and do — use to approve pipeline changes and personalize dashboards. 

Adsit has been at Nintex for about five years, starting out as a territory manager. In his current role, he uses blended learning models including webinars, self-paced training and classroom-based development to help increase sales productivity and performance. Ultimately, Adsit said that Nintex’s sales enablement program is based on three pillars: sales efficiency, sales effectiveness and people development. 

Considering Nintex’s marketing content is centered around the optimization of business processes, a strong in-house sales enablement strategy is more than on brand. It’s essential for mission alignment.
 

Nintex
Nintex

In building a successful sales enablement strategy, who are the key stakeholders that need to be involved, and how do you create alignment across those different departments?

At Nintex, we believe enablement is a professional discipline that empowers cross-functional champions who orchestrate all stages of the customer journey. 

The orchestration aligns sales, marketing, customer success, product marketing, legal and human resources to optimize both seller productivity and the buyer experience.

In building our sales enablement program, we have focused on three pillars.’’ 

 

What sales enablement tools, resources or processes have you found to be particularly important for helping your salespeople succeed?

In building our sales enablement program, we have focused on three pillars: sales efficiency, sales effectiveness and people development. 

We leverage a variety of tools and systems aligned to those pillars. These tools include learning management, sales readiness, content-sharing and management, forecast management, account-based sales, and marketing and performance management. 

We also heavily leverage our own technologies: Nintex Promapp for process-mapping and documentation; Nintex Workflow Automation for customer-relationship management; and Nintex DocGen for sales collateral creation.

 

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