If you’re thinking about implementing a sales enablement system or productivity tool to increase efficiency in your sales process as your solution portfolio evolves, the first step is to make sure you’ve got a solid process foundation to build on and enhance with technology. In his article ‘Five Conditions Your Sales Process Must Satisfy’, Dave Brock, a leading sales blogger, outlines several conditions that are integral to creating and maintaining an effective sales process.
Before you think about adding new technologies, survey your current sales process in terms of how it is working (including outlining the pitfalls that impede your sales efforts) and then determine how you want to sell (the end goals- specifics for exceeding customer expectations, delivering quality solutions, maintaining healthy margins, empowering sales and sales engineering, etc). Once you have the process fine-tuned, you can consider which sales tools can help you achieve your goals.



