MinisterOfChaos

Commercial Account Executive

Politicker

Executive

Opinionated

How much Sales Enablement is too much?

I'm curious to hear what everything thinks about the optimal amount of Sales Enablement tools.

Do you feel like they actually support your day-to-day activities? How many tools does your organization provide?

Is there a point at where you feel like an organization can cross the barrier of diminishing returns and that the additional tools do not help support your daily activity or help you close more deals?

🤓 Sales Tech

🛠 Tools

🗝 Sales Enablement

14 comments

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hh456

Celebrated Contributor

sales

Well that's broad. If it's too many white papers and content, information, training, knowledge, then that's annoying.

If the tools are force multipliers that allow me to keep up a book of quality engagements, I'm all for it.

MinisterOfChaos

Politicker

Commercial Account Executive

Agree about the wide scope of the question. To drill down a little more, my thought was more along the lines of the ZoomInfos, Outreach, Gongs, Sales Navigator, etc.

The thought process goes something like this, at what point are we consumed by too much data and information that gets in the way of us doing our job of having conversations with our prospects?

hh456

Celebrated Contributor

sales

I don’t know. Everyone has a stack they use. Once it’s ironed out you generally stick to it. If I’m using ZoomInfo and it’s working to build my call list, I won’t switch to Gong. Same for everything else along my stack.

HockeyGuyInSales

Good Citizen

Account Executive

This is absolutely a problem. The tools are extremely powerful when able to digest the plethora of information they provide, BUT I'm finding that we have so many that I 1. don't even know where to begin, 2. in some instances, they actually overlap/are redundant, and 3. are being used sort of half-assed so you're not able to see or get the full value of the solution.

CuriousFox

WR Officer

🦊

Are you talking about forcing everyone to use every single tool? I'm not following.

MinisterOfChaos

Politicker

Commercial Account Executive

Understand the confusion; I may not have been as clear in my initial post as desired. Please see my reply to GrizzleMcThornBody.

CuriousFox

WR Officer

🦊

They all do something different. Not every tool is perfect. You may be able to find info on one tool that you can't on the other. I don't think you can ever have enough avenues for knowledge.

poweredbycaffeine

WR Lieutenant

☕️

HubSpot + SalesLoft + ZoomInfo + AVOMA. The holy quartet.

BmajoR

Arsonist

Account Executive

Gong + Gong + Gong + Gong. The holy quartet. Fixed it for ya bud.

poweredbycaffeine

WR Lieutenant

☕️

Oh, thanks pal. Let me fix your career, guy.

BmajoR

Arsonist

Account Executive

Can u teach me plz

LordBusiness

Politicker

Chief Revenue Officer

The hardest part about sales tools right now is that every one is trying to be “everything”, so there is a shit ton of overlap in tools that used to be separate in their core competency but are trying to do other shit. It feels overwhelming for reps. Technology can be addicting for a sales leader though, I’ve been through the phase where I thought all lives issues could be solved by tech, and learned the hard way that most of it is more work than reward.

dwightyouignorantsale

Politicker

Account Executive

My org is at the point in which it is too much. Changing our Salesforce fields monthly, constantly in trainings for new tools, and the reporting has gotten insane. It’s to the point where I feel like I spend more time filling in fields and explaining the deal than I actually spend on the deal itself.

MCP

Valued Contributor

Sales Director

For my team, any is too much. None of them are legit sales people and weekly meetings are brutal. It’s like middle schoolers in that last class of the day, just totally mailing it in. All they want to do is get back to the phone queue to take an inbound order. Never mind their close rates are like 12%. Yeah. Who needs enablement?

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MinisterOfChaos

How much Sales Enablement is too much?

14 comments

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