As a C-suite leader, whatever your industry, there’s one side of your business that is uniquely focused on growing revenue. That would be the customer-centric side: marketing and sales. (Note that can include both direct and channel sales, and sometimes related services and support teams.) This side of the business is, quite simply, critical for any company’s leadership to bring to life its strategic plan.

At Timmaron Group, one of our core competencies is in creating and developing what we call “Field Enablement Programs” for the purpose of feeding your revenue growth engine. We have had much success designing and implementing such programs, whether it’s a comprehensive, often year-long effort, or simply one or two modules, working at the pace you require to grow your business. “Enablement” means simply enabling you to make your company’s strategic plan a success and achieve your growth objectives.

A field enablement effort starts by looking at your business and sales strategies and developing plans that map to each of the strategies.

• Should you be selling your product or service directly, or partnering with a channel partner, or possibly even going through an OEM?
• Should your business development be done internally, or would hiring a pay-for-performance, external development team make better sense?
• Would it benefit you to contract a sales expert in a certain industry who comes with a client base to carry out a specific campaign?
  These are things to decide during the first step of a field enablement program.

Secondly, once you understand your selling strategies and are ready to take your product or service to market, you need to put together a field marketing plan for each strategy. The field marketing step is all about defining the value the solution brings and how to position it against the competition. You focus in on your industry needs by customer, and by region or geography, and define what is needed to communicate your message to your target audience. During this time, you also identify who you want to reach in each customer company, by title, and on how you will clearly get the message to the person or persons who make the buying decision.

From here, the field marketing plan evolves into business development, where we help you engage trainers that actually work with your field teams, or your channel partners, to teach them the basics of the presentation of your product or service, and the value it brings to your customers, in their language — helping your field teams communicate consistently to your client base the value you are bringing them.

The business development effort moves naturally into the actual sales cycle, with the field reps leveraging the tools needed to track your sales funnel, to keep everyone in the team in lock step. Whether you use tools such as Salesforce, HubSpot, or others, the important point is that tool needs to keep everyone up-to-date on all activities with the each and every customer person you engage with.

A field enablement program, properly planned and executed, can ensure you flawlessly achieve your company’s growth objectives.

Timmaron Group can work with you on a plan that is digestible, and help you get started — whether it’s developing a full field enablement plan, or simply one or two of modules of the plan. We can work with you at your own pace, as you need, to move your business forward.

Want to learn more? Start a conversation with us today: hi@timmarongroup.com.