To boost performance, introduce peer-to-peer into your Sales Enablement


Sales enablement aligns people, content, and priorities to guide revenue teams on how best to engage customers and prospects to drive revenue results faster.

Just because sales enablement exists within an organization doesn’t mean it works well. In an effort to increase sales effectiveness, many companies are launching programs and tools to be let down.

Some think sales enablement is just a fancy version of sales training, requiring salespeople to watch a video or take a quiz. This hands-off approach doesn’t have a high impact, and organizations can do much better for their sellers and their bottom line.

Peer-to-peer as the most effective way to share knowledge

The power to learn from peers is the foundation for building a winning sales culture. In fact, the secret to great sales enablement is the rapid development of skills and confidence through peer-to-peer coaching and knowledge sharing.

As a powerful development tool, peer-to-peer learning breaks down some common barriers to building skills. Rather than taking a course designed by outside experts they’ve never met or who have no idea of ​​the day-to-day challenges of selling their company’s products and services, revenue teams are more successful when they learn and share best practices with each other.

For example, team members can record themselves and then have themselves listened to or watch their audio or video recordings. They can then practice and get feedback from each other, see how they’re selling and what content they’re sharing, and reuse each other’s content and selling strategies to close deals.

To Sales hood, our clients see a strong positive correlation between peer-to-peer activation activity data and increased business performance. Teams that learn together and regularly share knowledge grow faster, build a better pipeline, and win more contracts.

ActivTrak’s Cory Ayres recently rolled out peer-to-peer programs focused on pitch practice, use case storytelling, and skills coaching, resulting in a 25% increase in sales effectiveness in 90 days.

Structured peer-to-peer learning and collaboration is a great way to improve sales performance for both new and experienced salespeople. Sellers learn in a non-threatening way and are more likely to try something new if recommended by a peer.

Additionally, peer-to-peer learning introduces accountability into the sales organization. A form of positive peer pressure, peer-to-peer learning done right ensures that all of your sales training, whether conducted virtually or in a classroom, provides a safe space for salespeople to learn, feedback and engage in meaningful activities. ways that challenge common assumptions and push their critical thinking.

Six ways to implement peer-to-peer processes

To accelerate your sales enablement impact, here are six proven ways to introduce structured and repeatable peer-to-peer processes to your revenue teams.

1. Practice throwing. Ask the teams to practice your last message with video role plays. Make it easy and fun for your teams to watch and learn from your optimal presentation. Track engagement and collect feedback.

2. Activate sales games. Sharing content assets from actual completed deals is a great way to foster peer-to-peer. When team members can reuse what worked, they are naturally more engaged, which increases deal success rates and progress.

3. Coach calls. Create a framework where reps are invited to listen to or watch calls and then share their feedback on a number of peer calls each week.

4. Coaching Offers. Create a process where teams perform deal coaching asynchronously. Ask your team to record their review of deals based on your methodology. Then ask your peers to review and provide feedback.

5. Share winning stories. Create a process where your teams record completed deals and customer successes in a consistent and structured way. These stories become extremely valuable to your teams and future new hires, as they can be used as support or as a reference for what worked. Track access to and consumption of this content to gauge awareness and retention of this user-generated content.

6. Review losses. Learning from losses is always the key to learning. Peer-to-peer processes can also be integrated into damage analyses. Open, collaborative and constructive conversations teach teams how to avoid losing and also bring new strategies to the sales playbook.

If your organization wants to increase sales effectiveness and foster a stronger sales culture, it is imperative to implement and prioritize peer-to-peer in your revenue initiatives. Whenever possible, ask your teams: “What can we do to foster peer-to-peer knowledge sharing that is repeatable and measurable?” Map peer-to-peer activities to revenue outcomes for higher performing teams and a higher performing organization.


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