Tuesday 30 September 2025

How Do You Establish Sales Enablement in a Company Whose Sales Department Focuses Closely on Customer Support and Works With Different Sales Channels?

I will answer from our companies perspective: we support our sales colleagues by providing them with the necessary knowledge, guidance, and infrastructure to succeed in this new customer-centric framework. This means that at KWS, we see Sales Enablement as an interface function that focuses on sales training, sales processes (incl. CRM) and sales steering. Our approach is based on close cooperation with local Sales Enablement Managers in our markets. In our presentation, we will discuss how we understand sales processes as a cycle of continuous support of our sales teams throughout the agricultural year. In our speech I provide insights into challenges and lessons learned on this path to implementing Sales Enablement at KWS.