How Leaders Can Help Reps Transition to Enterprise Sales

The ideal salesperson to tackle enterprise clients isn’t necessarily the one with the most closed deals. Find out why.
Written by Olivia McClure
March 9, 2022Updated: March 9, 2022

Securing enterprise clients offers ample benefits for organizations, such as bolstered brand credibility and accelerated revenue growth. Yet obtaining the skills needed to sell to industry-leading organizations doesn’t happen overnight. 

According to RealSelf Vice President of Sales Kirsten Mann, reps who are experienced in selling to small and medium-sized businesses will encounter various differences when transitioning to enterprise sales. That’s why it’s crucial for managers to prepare salespeople to handle larger clients by arming them with in-depth product knowledge and training. 

 

ARMING USERS WITH TRUST

RealSelf’s platform connects people with elective cosmetic treatment providers. By offering access to procedure reviews and before and after photos, the company aims to provide its users with trustworthy, unbiased information.

 

When it comes to identifying when a rep is ready for enterprise sales, Mann said it’s not about tapping the salesperson who has the most closed deals. Rather, managers should look for reps selling bigger deals to fewer clients. 

“These types of reps can identify top prospects and find and pitch to the decision-maker while educating each client in order to close as much business as possible,” Mann said. 

Built In Seattle caught up with Mann to learn about the differences between selling to small and medium-sized businesses and enterprise clients and how managers can prepare reps to make the transition. 
 

Kirsten Mann
Vice President of Sales • RealSelf

 

What are the biggest differences a sales rep will encounter when selling to enterprises for the first time?

They will have to understand the more complex decision-making process and selling at a much higher price point. Due to the fact that enterprises usually have multiple decision-makers and are often purchasing larger deals, this often also results in a much longer sales cycle.

Within a more complex sales environment, it’s essential to arm reps with in-depth product knowledge and training.”

 

How can managers prepare reps to handle those differences?

Managers must teach reps how to identify decision-makers in a larger organization and manage a pipeline with a much longer sales cycle. This knowledge is imperative to set them up for success.

 

How do you know when a sales rep is ready to start selling to enterprise clients?

Reps who are ready to start selling enterprises demonstrate the ability to identify top prospects and find and pitch the decision-maker while taking the time to arm the client with all the necessary information to close as much business as possible.

 

 

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