Sales readiness vs revenue readiness

Catherine Young, Director of Sales Enablement at Worldline Group delves into her learnings from 8 years in the sales enablement industry. As Director of Sales Enablement, Catherine is fully responsible for generating revenue within her business.

Catherine discusses how the tools provided within sales enablement should be readily available for the seller, however tools should not be visible for the end user.

For Caroline, Sales readiness is equal to revenue readiness. All the different teams involved with customer should be driving towards the same goal. A shared mindset is important to deliver a great experience and increase revenue.

At Worldline, involving the sales team sales right at the start of the product lifecycle is very important. The sales team have good knowledge on the customer, the market and competition. Catherine explores how products have to meet/exceed customer expectations, whilst having distinguishable differences from the competition for successful sales.

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