{"id":36383,"date":"2014-07-30T14:21:52","date_gmt":"2014-07-30T14:21:52","guid":{"rendered":"https:\/\/www.spotonvision.com\/de-3-sleutels-voor-succesvolle-sales-enablement-2\/"},"modified":"2024-03-15T09:49:34","modified_gmt":"2024-03-15T09:49:34","slug":"de-3-sleutels-voor-succesvolle-sales-enablement-2","status":"publish","type":"post","link":"https:\/\/www.spotonvision.com\/nl\/de-3-sleutels-voor-succesvolle-sales-enablement-2\/","title":{"rendered":"De 3 sleutels voor succesvolle sales enablement programma\u2019s"},"content":{"rendered":"    <style>\n\n                .dw_single_header_block_wrapper_16aeb4c348ea7d {\n            padding-top: 0;\n        }\n\n        \n                .dw_single_header_block_wrapper_16aeb4c348ea7d {\n            padding-bottom: 60px;\n        }\n\n        @media only screen and (max-width: 991px) {\n            .dw_single_header_block_wrapper_16aeb4c348ea7d {\n                padding-bottom: 45px;\n            }\n        }\n\n        @media only screen and (max-width: 768px) {\n            .dw_single_header_block_wrapper_16aeb4c348ea7d {\n                padding-bottom: 30px;\n            }\n        }\n\n        \n\n    <\/style>\n\t\n    \n    <div class=\"dw_single_header_block_wrapper_16aeb4c348ea7d\">\n        <div class=\"dw_single_header_block_background\" style=\"background-color: #FFF8F7\">\n            <div class=\"container center dw_single_header_block_container\">\n                <div class=\"dw_single_header_block_columns\">\n                    <div class=\"dw_single_header_block_column left\">\n                        <div class=\"dw_single_header_block_breadcrumb\"><div class=\"breadcrumbs\"><\/div><\/div>\n                        <div class=\"dw_single_header_block_content title\"><h1>De 3 sleutels voor succesvolle sales enablement programma\u2019s<\/h1><\/div>\n                                                                    <\/div>\n                                        <div class=\"dw_single_header_block_column right\">\n                        <div class=\"dw_single_header_block_image\">\n                            <img decoding=\"async\" src=\"https:\/\/www.spotonvision.com\/wp-content\/uploads\/2024\/03\/key-96233_1920-892x592.jpg\" alt=\"\" \/>\n                        <\/div>\n                    <\/div>\n                                                    <\/div>\n            <\/div>\n        <\/div>\n                <div class=\"container center dw_single_header_block_author\">\n            <a href=\"https:\/\/www.spotonvision.com\/nl\/author\/shimon\/\" class=\"dw_single_header_block_author_avatar\">\n                <img decoding=\"async\" src=\"https:\/\/secure.gravatar.com\/avatar\/389a8471d04bbe25826231003a0b683d54c544e057bb39fb822704732b06e67e?s=96&#038;d=mm&#038;r=g\" alt=\"\"\/>\n            <\/a>\n            <a href=\"https:\/\/www.spotonvision.com\/nl\/author\/shimon\/\" class=\"dw_single_header_block_author_date dw_font_firasans s16 w500 h16\">\n                Shimon Ben-Ayoun &#8211; Published:&nbsp;July 30, 2014            <\/a>\n        <\/div>\n            <\/div>\n\n\n\n<div class=\"wp-block-columns are-vertically-aligned-top is-layout-flex wp-container-core-columns-is-layout-8f761849 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-vertically-aligned-top is-layout-flow wp-block-column-is-layout-flow\">\n<p class=\"wp-block-paragraph\">Een tijdje geleden sprak ik (Managing Partner bij SPOTONVISION) met Lisa Redekop. Lisa is Global Head of Sales Academy, Learning &amp; Enablement bij Thomson Reuters. Ze leidt het global sales enablement team binnen de marketingafdeling, welke verantwoordelijk is voor het aanleveren van klantspecifieke en sales-ready programma\u2019s, materialen en tools.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Deze moeten de effectiviteit en productiviteit van Sales verbeteren. In haar werkzaamheden ondersteunt Lisa ongeveer 4.000 salesmedewerkers en 250 Sales Managers. In een interview gaf ze haar visie op wat nodig is voor het ontwikkelen van succesvolle<a href=\"https:\/\/www.spotonvision.com\/strategie\/sales-enablement\/\" target=\"_blank\" rel=\"noreferrer noopener\"> sales enablement programma\u2019s.<\/a><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-klantveranderingen-als-basis-voor-organisatieveranderingen\">Klantveranderingen als basis voor organisatieveranderingen<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa is haar hele leven al werkzaam in sales, field marketing en sales enablement, \u201cIk weet heel goed wat een salespersoon nodig heeft om succesvol te zijn.\u201d Net nadat de gevolgen van de kredietcrisis zichtbaar werden, begon Lisa te werken bij Thomson Reuters. Lisa: \u201cWe merkten dat onze klanten echt aan het veranderen waren. Dat betekende tegelijkertijd dat onze organisatie de manier van marketing ook moest aanpassen. Daarnaast moest ondersteuning worden geboden aan Sales bij het engagen en verkopen aan klanten.\u201d Thomson Reuters besloot richting een customer-centric manier van denken te gaan. Juist het feit dat onze klanten een enorm veranderden, betekende dat wij eenzelfde verandering zouden moesten ondergaan.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa: \u201cSales was op zoek naar iemand die Marketing begreep en die meer klantgerelateerde en sales-centric communicatiemiddelen en -materialen kon aanleveren. En die persoon was ik.\u201d<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-stappen-voor-werkelijke-veranderingen\">Stappen voor werkelijke veranderingen<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa: \u201cEen van de eerste dingen waar ik naar keek, was de manier waarop we onze materialen en communicatiemiddelen aan Sales gaven.\u201d Daarbij bekeek Lisa alle platforms en materialen van marketing. \u201cHet probleem was dat Marketing, Sales overlaadde met informatie. \u201dBinnen Thomson Reuters moest dus allereerst de interne infrastructuur in kaart brengen en hetgeen Marketing aan Sales aan informatie leverde.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa: \u201cDe volgende stap was het bepalen van de learning requirements. Zowel waar en hoe we deze aanleverden. We brachten de huidige situatie in kaart en op basis daarvan de verbeterpunten.\u201dLisa: Het werd duidelijk dat er te veel informatie beschikbaar was, dat de informatie niet op eenvoudige wijze bij Sales terechtkwam en dat er te veel informatiekanalen waren. Dat waren de drie proriteiten die destijds uit de analyse van de huidige situatie kwamen.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Sinds Lisa hier werkzaam is, hebben er veelvuldig gesprekken met Sales plaatsgevonden: \u201cHet goede nieuws is dat de mensen van Sales nu weten waar zij hun informatie vandaan moeten halen, hoe dit wordt aangeleverd en in welk format.\u201d Toch zijn er volgens Lisa nog diverse verbeterpunten: \u201cWe moeten continu met onze salesmensen blijven praten om ervoor te zorgen dat zij de informatie krijgen die zij nodig hebben.\u201d<\/p>\n\n\n    <style>\n\n                .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n            padding-top: 60px;\n        }\n\n        @media only screen and (max-width: 991px) {\n            .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n                padding-top: 45px;\n            }\n        }\n\n        @media only screen and (max-width: 768px) {\n            .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n                padding-top: 30px;\n            }\n        }\n\n        \n                .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n            padding-bottom: 60px;\n        }\n\n        @media only screen and (max-width: 991px) {\n            .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n                padding-bottom: 45px;\n            }\n        }\n\n        @media only screen and (max-width: 768px) {\n            .dw_cta_section_block_wrapper_16aeb4c34a0f5a {\n                padding-bottom: 30px;\n            }\n        }\n\n        \n\n    <\/style>\n\t<div class=\"dw_cta_section_block_wrapper_16aeb4c34a0f5a dw_cta_section_block_wrapper light\">\n    <style>\n\n        .dw_cta_section_block_wrapper_16aeb4c34a0f5a .dw_cta_section_block_column.left {\n            max-width: 600px;\n        }\n\n                    .dw_cta_section_block_wrapper_16aeb4c34a0f5a.dw_cta_section_block_wrapper { \n                background-color: rgb(108,212,255);\n                background-image: url(https:\/\/www.spotonvision.com\/wp-content\/uploads\/2023\/12\/light_background_repeat.png) !important; \n            }\n\n            .dw_cta_section_block_wrapper_16aeb4c34a0f5a .dw_cta_section_block_gradient {\n                background: rgb(108,212,255);\n                background: radial-gradient(circle, rgba(108,212,255,1) 40%, rgba(108,212,255,0) 100%) !important;\n            }\n            @media only screen and (max-width: 768px) {\n                .dw_cta_section_block_wrapper_16aeb4c34a0f5a .dw_cta_section_block_gradient {\n                    background: rgb(108,212,255);\n                    background: radial-gradient(circle, rgba(108,212,255,1) 60%, rgba(108,212,255,0) 100%) !important;\n                }\n            }\n        \n        \n    <\/style>\n    <div class=\"dw_cta_section_block_gradient\"><\/div>\n    <div class=\"container dw_cta_section_block_container\">\n        <div class=\"dw_cta_section_block_columns\">\n            \n            <div class=\"dw_cta_section_block_column left\">\n                <div class=\"dw_cta_section_block_content cutline dw_font_firasans s16 w400 h26\"><\/div>\n                <div class=\"dw_cta_section_block_content title\"><h2>Hulp nodig met Sales enablement?<\/h2><\/div>\n                <div class=\"dw_cta_section_block_content description dw_font_firasans s16 w300 h26\"><div class=\"entry-content\">\r\n<div class=\"entry-content\">\r\n<div class=\"entry-content\">\r\n\r\nEen goede relatie met Sales, wij helpen je.\r\n\r\n<\/div>\r\n<\/div>\r\n<\/div><\/div>\n                <div class=\"dw_cta_section_block_content buttons\">\n                                            <a href=\"https:\/\/www.spotonvision.com\/nl\/hoe-wij-helpen\/activering-5\/sales-enablement\/\" target=\"\" class=\"btn_primary fixed dw_font_firasans s14 w500 h16\">Ja, help me<\/a>\n                                                        <\/div>\n            <\/div>\n            <div class=\"dw_cta_section_block_column right\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-3-tips-voor-het-opstellen-van-sales-enablement-programma-s\">3 tips voor het opstellen van sales enablement programma\u2019s<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Als expert op het gebied van sales enablement, geeft Lisa geeft 3 tips voor succesvolle sales enablement programma\u2019s.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-1-stroomlijn-marketing-en-sales\"><strong>1. Stroomlijn Marketing en Sales<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa: \u201cIk weet dat het voor de hand liggend klinkt, maar zorg ervoor dat Marketing begrijp wat Sales nodig heeft. Zo kun je als marketingafdeling je materialen en tools afstemmen op de manier van verkoop van Sales. Dit is extreem belangrijk.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-2-her-evalueer-de-infrastructuur\"><strong>2. (Her)evalueer de infrastructuur<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Volgens Lisa moet je daarnaast zorgen dat de infrastructuur een natuurlijk onderdeel is van de Sales workflow. Lisa: \u201cZorg ervoor dat er een infrastructuur is die de workflow van Sales ondersteunt.\u201d<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-3-verbind-alle-learnings-met-sales-enablement\"><strong>3. Verbind alle learnings met sales enablement<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Lisa: \u201cHoe zorgen we ervoor dat onze learnings verbonden zijn met waar we naartoe willen: sales enablement? De learnings moeten we omzetten in acties en er samen voor zorgen dat de mensen van Sales zo succesvol mogelijk kunnen zijn.\u201d<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright\"><img decoding=\"async\" src=\"https:\/\/www.spotonvision.com\/wp-content\/uploads\/2014\/07\/success_sales.gif\" alt=\"Sales success\" class=\"wp-image-6910\"\/><\/figure>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\">Uiteindelijk draait het allemaal om Sales en Marketing alignment, een infrastructuur die de sales workflow ondersteunt en&nbsp;zorgen dat we&nbsp;de learnings ondersteunen&nbsp;tot aan sales enablement. Met als doel: het helpen van de salesmensen bij klantgerichte dialogen en omzetverhoging.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Wil je net zoals Thomson Reuters aan de slag met sales enablement en zorgen dat Marketing het succes van Sales vergroot? Voor meer informatie neem <a href=\"https:\/\/www.spotonvision.com\/contact\/\" target=\"_blank\" rel=\"noopener noreferrer\">contact<\/a>&nbsp;met ons op.<\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Een tijdje geleden sprak ik (Managing Partner bij spotONvision) met Lisa Redekop. Lisa is Global Head of Sales Academy, Learning &amp; Enablement bij Thomson Reuters. Ze leidt het global sales enablement team binnen de marketingafdeling, welke verantwoordelijk is voor het aanleveren van klantspecifieke en sales-ready programma\u2019s, materialen en tools.<\/p>\n","protected":false},"author":10,"featured_media":40230,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[58],"tags":[],"class_list":["post-36383","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-enablement"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.8 (Yoast SEO v28.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>3 sleutels voor sales enablement succes | SPOTONVISION<\/title>\n<meta name=\"description\" content=\"Uiteindelijk draait alles om Sales en Marketing alignment. 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