Why you need this 90-day sales enablement plan
If you’re reading this, you probably already either have a sales enablement program in place or are looking to implement one for the first time.
We’ve been there. After working with hundreds of sales teams, we’ve learned that success doesn’t come from following some massive transformation plan. It comes from making smart, targeted improvements in the right order.
A comprehensive sales enablement plan is essential in supporting sales representatives by providing them with necessary tools, content, and training while aligning with broader business objectives to boost overall performance across the sales cycle.
Sales enablement efforts are crucial in driving overall business improvements and boosting sales numbers.
That’s exactly what this 90-day plan delivers. No fluff, no theory - just practical steps you can start implementing today to get better results from your sales enablement team structure.
Your 90-day sales enablement strategy action plan
Think of this as your roadmap. Each month builds on the last, so while you might be tempted to jump ahead, trust us - the sequence matters.
We’ll start with the foundation because, let’s face it, even the best training program won’t help if your content is a mess.
This 90-day action plan is part of a systematic sales enablement process designed to enhance sales team performance and ensure consistency in customer experiences throughout the sales journey.
In addition to laying a strong foundation, it’s crucial to implement sales enablement strategies that are specifically tailored to meet sales team's needs. These strategies drive effective results throughout the customer journey by integrating various resources and metrics.
Month 1: Foundation setup
Sales content audit & cleanup
Time to face that content chaos if you don't have a sales enablement content strategy in place. But don't worry - we're not going to spend weeks cataloging every single file. Instead, focus on these quick wins:
Create a simple content inventory spreadsheet with three columns:
- What the content is
- When it was last updated
- Whether sales actually uses it
Pro tip: If a piece of content hasn't been accessed in the last 6 months, archive it. Your sales team will thank you for decluttering their lives.
Sales enablement tools assessment
Most sales teams are drowning in tools they barely use. Here’s how to fix that:
- Track tool usage for 2 weeks (most platforms have built-in analytics)
- Interview 3-5 top performers about their actual daily workflow
- List every integration point between your tools
- Calculate the real cost per user (including training and maintenance)
Sales enablement platforms play a crucial role in enhancing sales processes and team efficiency by providing essential resources for skills development, content management, and modeling top seller behaviors, ultimately leading to improved sales productivity and alignment among teams.
The goal isn’t to rip and replace everything. It’s to understand what’s working and what’s just taking up space in your tech stack.
Month 2: Process enhancement
Now that your foundation is solid, let’s focus on making everything run smoother. This month is all about aligning sales and marketing teams to improve collaboration and resource utilization, ultimately driving sales success by fixing the friction points that slow your team down.
Additionally, it’s crucial to highlight the role of sales operations in supporting sales activities through effective process and technology management.
Equipping sales reps with the right training and content can enhance their skills and performance, leading to better sales outcomes and stronger customer relationships.
Sales workflow optimization
Your sales process should help sales reps sell, not create extra work. Here’s what to tackle:
- Map out every step between “lead created” and “deal closed”
- Identify spots where deals get stuck (hint: ask your sales ops team)
- Document exactly who does what at each handoff point
- Create simple checklists for common scenarios
Sound obvious? Maybe. But we’ve seen countless teams skip this step and wonder why their fancy new sales enablement training isn’t sticking.
Training program refresh
Speaking of training, let’s make it actually work:
- Run a 5-minute survey asking sales reps what they struggle with most
- Create micro-learning modules (10 minutes max) for the top 3 issues
- Set up peer coaching pairs based on complementary skills
- Schedule monthly role-play sessions (yes, sales reps hate them, but they work)
Sales coaching is a vital component of effective sales enablement strategies. It helps assess individual sales representatives’ performance, improve team consistency, and streamline coaching processes to optimize outcomes.
Ongoing sales training is essential in equipping sales reps with the skills needed to boost performance. It plays a crucial role in the broader context of sales enablement strategies and tools.
Month 3: Measurement & refinement
This is where most programs fall apart. They either measure everything (drowning in data) or nothing (flying blind). Sales performance is a crucial metric for driving decisions.
Here’s the middle ground:
Sales enablement professionals play a vital role in utilizing tools and technologies to enhance their effectiveness. They focus on mastering specific skills such as content creation, data analysis, sales training, and technology proficiency, which are crucial for executing a successful sales enablement strategy.
Sales performance tracking setup
Focus on key sales enablement metrics that drive decisions:
- Time to first meeting
- Deal velocity by stage
- Content performance (what actually helps close deals)
- Training completion vs. performance improvement
Don't just collect numbers - set up weekly reviews to actually use them.
Feedback loop implementation
The secret to continuous improvement? Actually listening to your team:
- Create a dedicated Slack channel for real-time feedback
- Run monthly "what's working/what isn't" sessions
- Check in with new hires after 30, 60, and 90 days
- Survey customers about their buying experience
Remember: The goal isn't perfection. It's progress. Each month should leave your program better than you found it.
Tools you need to get started (it's not what you think)
You don’t need fancy tools to get started. Here’s what you actually need:
- A simple spreadsheet for your content inventory
- A calendar (to block dedicated time for this work)
- Access to your current tech stack analytics
- A way to gather team feedback (could be as simple as a Google Form)
- And, of course, our checklist 👇🏼
Checklist download 💾
Get your free, no-strings 90-Day Sales Enablement Implementation Checklist to help you get on track fast. So be sure to grab it while you can!
Next steps: Putting it all together
You’ve got the plan. You’ve got the tools. Here’s what to do right now:
- Block off 30 minutes tomorrow morning to look through the checklist
- Pick ONE thing from Month 1 to tackle this week (we recommend starting with the content audit)
- Share this plan with your team and schedule a kick-off meeting for next week, ensuring that a sales enablement manager is involved to drive the sales enablement strategies.
A perfect plan tomorrow isn’t as good as a decent plan you start today.
We know that it can be challenging to get new initiatives off the ground. Sales enablement teams play a crucial role in maximizing content effectiveness and improving ROI, allowing your sales personnel to focus more on selling.
So, if you need more guidance, be sure to reach out! We love sharing what works (and what doesn’t) in the real world.
Explore more emlen resources
We have a lot of great resources to get you started on your sales enablement, buyer enablement, and digital sales room journey. So be sure to dive in:
- We created the emlen glossary to help break down all the B2B sales and buyer enablement jargon. Not sure what a mutual action plan is? We've got you covered!
- The emlen blog is a treasure trove of deep dives, actionable plans, and subject matter expertise.
- Our customer case studies give you a behind the curtains look at how businesses just like yours succeeded in sales and marketing with emlen.