The business world is filled with jargon – and I don’t suppose that will change any time soon.

But if you’re up to date on the latest lingo, there are ways as a VA to create opportunities for yourself.

One phrase that is more recent among the bigger players is ‘sales enablement’.

And because it’s jargon, nobody really knows what it means – until they go and look it up.Be the Enabler

One way of describing it would be ‘to support salespeople so they can do their job better’.

Typically, this covers three things: process, content and technology.

To me, that could apply to any size of business, not just the big players or the premium market.

Let’s take a look at the elements of enablement more closely.

Process

is about the way the salesperson or sales team guides someone from ‘interested’ to paying client or customer.

Content

is about having materials and resources to share with prospects. We’re talking about things like PDFs, email templates, automated message sequences, slide presentations and videos.

Technology


is, in the sales enablement context, usually a CRM system with bells on. In other words, more than just a customer relationship management tool.

It got me wondering how a VA might make use of this knowledge and turn it to their business advantage.

In my experience, the sales process usually seems to be based on promoting a product or service – and getting the prospect to buy it.

Apparently, that’s not the right way to go about things.

I understand from ‘enablement’ experts that the key to better success, i.e. more sales, is to understand the buyer’s journey and then match your sales process to that.

And simplify the stages, wherever you can.

Think about your ideal clients. How do they become your client? Once you know and understand that, you can make that journey easier for them.

If you’re having good conversations and closing a good proportion of your ‘sales’ or ‘discovery’ calls, you are probably already taking this approach. You may not even be aware of how you’re doing it. You’ll be more conscious of it, now.

Be the EnablerPart of that making the buyer’s journey easier might be having materials or resources you can show or share with people.

It could be a brochure, a PDF, a guide to hiring a VA or a menu of package pricing. It could be a presentation on PowerPoint, an infographic with relevant data or stats or a video about you help clients save time, money and hassle.

Once you’ve created the content it’s ready any time you need it. You’re not having to scramble about, apologise for not having anything to show or cobble something together in a mad hurry.

If you’re a little unsure of how to put together resources like this, you can always take a look at my online courses in Word or PowerPoint.

Technology is valuable when it can handle routine tasks, automate more of your process and save time.

As a VA, your skill and ability in Microsoft Office and Microsoft 365 are akin to having a ‘sales, marketing and management machine’.

Imagine how appealing that is to a business if you can say all the following with confidence.

  • I can handle spreadsheets and work with complex data in Excel
  • I can create eBooks and lead magnets for you in Word
  • I can put together informative and persuasive presentations in PowerPoint
  • I can get your diary, calendar and week in order with ease in Outlook
  • I can get you and your team up to speed on how to use Teams
  • I can help with branding, design and infographics
  • I can handle your social media, from creating content to scheduling posts.

The more you know how to use the applications, the more work – and variety of work – you can go after.

It’s simply a twist on the phrase sales enablement.

When you have confidence in the tools
at your disposal, you are enabling yourself to attract more sales.

It gives you more choice, more freedom and more flexibility.

Sales enablement?

Yes, it’s a bit of jargon. But don’t let that jar. Instead, take the concept and run with it. Use it to your VA advantage.

Shelley Fishel

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The session was well structured and the explanation was very clear. It was amazing how Shelley managed to squeeze so much info in just one hour and a half! Colin’s support and contributions were also very valuable, and so were “Virtual Veronica”‘s. Thank you for a most interesting and useful training session at the Miss Jones Virtual Summit!

Laura Carizzo- Royal Norwegian Embassy in Argentina

I haven’t used PowerPoint in 20 years, this has really boosted my confidence.

Lyn Parker

Course is packed with so much valuable information in a easy-to-understand and follow language, even for a complete beginner. I can respect the fact that sometimes it’s very hard for an expert to break the information down to basics. but Shelley has done it brilliantly. I was sure that I knew quite a bit but Shelley has proven me wrong even at the very beginning of the basics of PowerPoint. Lessons are short and precise which allowed me to easily transfer the new skill into practice without being overwhelmed and to carry on adding on more with each lesson. I had so many ‘Aha!’ moments and for most of them I couldn’t believe I used to pay graphic designer to do it for me, now, thanks to Shelley, I am looking forward to creating, designing, converting my presentations all by myself!

Iva Freeman – Vertex Human Capital

Shelley was very thorough and knew a lot of tip’s for using Teams, thank you 🙂

James O’Connor – Cavannah Homes

Very informative, constantly getting everyone in the meeting involved, loved every bit of it!

Dylan Teal Hopkins – Cavannah Homes
Fantastic and informative training and great to see all of the exciting functions with Microsoft Teams.
Laura Rigby – The Apprenticeship College
Shelley was really clear in her teaching and went at a pace that was helpful to us. We covered all we needed to know to get us started, as a small team, using MS Teams. She was also very helpful in the run up to the session, with check in calls and ensuring our platform was set up correctly. I would highly recommend Shelley to anyone wanting to learn to navigate their way around MS Teams.
Leigh Dowling – Innuous

Microsoft Teams One to One Training Session

Shelley was approachable, easy to work with, and agile with answering questions to apply the session to my specific needs

Melissa Marshall – Present Your Science

A course on Outlook had been on the top of my list when Shelley asked VA’s what they wanted to learn.

It was a real case of ‘so that’s how you do it’ or ‘I never knew that’. I have to say that I learnt so many great tips it has definitely improved the way I work in Outlook and my inbox is looking colourful and organised and I can’t wait to share this knowledge with my clients.

Jacqueline Leake – JLeake VA Services – Outlook

A great course with lots of examples and step by step instructions. I can now confidently create infographics and as a bonus, I learnt a lot of new PowerPoint functionality that will enhance all my PowerPoint work and save me so much time.

Jessica Bailey – Integral Resource

I really like Shelley’s courses. She has a clear and easy to follow teaching style. In ‘How to Create Fillable Forms’ I’ve learned about the functions of the Developer ribbon which will mean I’ll be able to create a bespoke Returns Form for a client who has an online shop

Freya Henderson – Virtual Office Orkney

Shelley was really clear in her teaching and went at a pace that was helpful to us. We covered all we needed to know to get us started, as a small team, using MS Teams. She was also very helpful in the run up to the session, with check in calls and ensuring our platform was set up correctly. I would highly recommend Shelley to anyone wanting to learn to navigate their way around MS Teams.

Sarah Clements – Inuous

Absolutely superb course, easy to follow and to refer back whilst putting it all into practice! I was unaware of the extent you can customise a presentation and it’s just made me want to know more – what’s next Shelley?

Denise Williams

I thought I had a pretty good grasp of Outlook until I did this course! In her videos, Shelley is clear and concise, and the language she uses is straightforward and jargon-free. Each module is broken down into manageable chunks, which helps keep your attention and means the course is easy to fit in around other commitments. I’ve created email templates and implemented rules that are already saving me time, and as all the other things I’ve learnt start to become second nature, the positive impact on my efficiency is fast becoming clear. This course has been incredibly beneficial and I would highly recommend it to anyone looking to strengthen their skills and boost productivity.

Pip Doleman VA

I thought I knew Powerpoint really well, but I wanted to specifically learn how to use Powerpoint to create better infographics, easily and quickly. Shelley explains everything in a very logical and clear way, so I understood everything the first time I heard it. The most useful thing I learnt was that Powerpoint can do so much more than I thought it could. By also using the short cuts that Shelley showed me I am much quicker than I have ever been and I thought I was already quick!

Susan Marot

Shelley Fishel of Tomorrow’s VA has a wealth of experience in Microsoft Office. I met her in person 2 years ago at the PA Show in London. I also saw her in action in a fab workshop and knew she was the whizz that everyone had told me she was. I have since bought a lifetime access to her HUB and all the courses in there are a MUST if you are a VA on a mission. The courses will give you confidence in all the Office 365 components and will catapult you to dizzy heights

Alex Hughes