Gartner Research

7 Elements of Sales Enablement: Insights to Increase Sales Engagement With New Products

Published: 23 April 2019

ID: G00384004

Analyst(s): Michele Buckley

Summary

After launching a new product, product marketers are sometimes disappointed to see little change in sales behavior, and low pipeline. To increase sales engagement with new products, they need to look beyond sales enablement to address issues in seller return, effort and risk.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Salespeople Focus on the Highest Return for Their Time and Effort
  • Analyze the Seller’s Return on Effort Selling Your New Product
    • Return
    • Effort
  • Evaluate the Seller’s Opportunity Risk of Selling Your New Product
    • Risk
  • Options to Remedy Issues in Seller Return, Effort and Risk
    • Use Premium Rates, “Spifs” and/or Contests
    • Adjust Packaging, Pricing or Routes
    • Redistribute Sales Efforts to Other Resources
    • Minimize Sales’ Perception of Risk

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