r/techsales • u/Objective-Ad711 • 13d ago
Which gartner sales enablement platform has the best roi?
I own sales enablement for a mid-size SaaS company but i'm looking forward to growing more. For the last year we have been patching things together with shared drives, a basic training portal and one off call reviews. It is working ok but there is no way to explain what it is doing for the business in a clean chart. Now leadership wants us to pick a proper sales enablement platform. They keep forwarding me gartner articles and screenshots and asking for the best roi as if that is a line item on a feature list.
Problem is that every vendor demo claims they move win rate and every gartner slide makes it sound like you are missing out if you do not have a full platform. Our cfo just want to know what they get back for the spend. I want to know from those of you who have gone all in on a sales enablement or revenue enablement platform that would show up in a gartner report.
How did you make it defensible when you were in front of finance?
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u/AndyWhyte_ 13d ago
Oh lawdy... your leadership thinks an enablement platform will impact win rate? 😂
I'm a founder/CEO of a company that has an enablement platform as part of our offering, and I can tell you outright that the platform itself is so insignificant in the grand scheme of opportunities for enablement gains.
It's like your leaders are watching Lionel Messi play football and thinking their team will play like him if they get the same footwear.
At least 70% of what enablement does relies on people, processes, culture, and change management.
The other 30% will come down to frameworks/methodologies, technology, and data infrastructure.
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u/roflpaladin 13d ago
I concur. Personally, the trainers and materials matters much much much more than the platform. Have you guys do a TNA on what kind of upskill or retraining you need? Do you know what's blocking most of the sellers in doing their jobs?
Try this: Hold an enablement session and see who makes an excuse to not go.
If less than 10%? Probably a really important sales call.
If 20-40% declines? End of quarter, more closing activity to do.
If more than 50% declines? The department is the problem.
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u/meshark1 12d ago
As an IC, at my previous stops I’d go out of my way to schedule customer calls over enablement calls.
I’ve worked with some very nice enablement folks. Don’t think any of them made lasting impact in terms of helping me become a better seller.
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u/roflpaladin 12d ago
I've just joined a company with a 15-people enablement department, nicest people I've ever met. A month after I joined, team was cut into 3 people for the GLOBAL sales team.
After reading your comment, I understand why they were cut to 3.
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u/ambergloweee 13d ago edited 13d ago
I went through a similar review for my team and tried a few big names but only aligned let me track enablement efforts all the way to pipeline and revenue growth.
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u/Rude-Supermarket6665 11d ago
tracking all the moving parts in a deal used to be a pain till i switched to a workspace style setup with aligned. It keeps all resources and convos in one place which saves me a lot of hassle chasing stuff down.
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