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Sales Enablement

Remove the friction that slows your reps down. CRM optimisation, automation, and process design that gives your sales team more time to sell.

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SALES OPERATIONS

How much of your sales team’s time is actually spent selling?

For most B2B teams, it’s less than 40%. The rest is data entry, CRM admin, chasing approvals, and searching for content. We fix that — automating the operational overhead so your reps spend their hours on pipeline, not process.

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WHY MO FOR SALES ENABLEMENT

We enable sales teams by fixing the systems they work in — not just training them harder

Sales enablement isn’t a content library or a training programme. It’s the operational infrastructure that removes friction from every stage of the deal cycle — from first touch to closed-won.

CRM-first approach

Your CRM should be a tool your reps want to use — not a reporting obligation. We configure HubSpot Sales Hub to match how your team actually sells, not how the platform was set up by default.

Process automation

Lead routing, deal progression, task creation, follow-up reminders, and approval workflows — automated so nothing falls through the cracks and reps focus on conversations, not admin.

Sales content that’s findable

Battlecards, case studies, one-pagers, and pricing guides — organised in HubSpot where reps can find them in context, not buried in a shared drive nobody navigates.

Pipeline visibility

Deal stages with clear entry criteria, weighted forecasting, and pipeline dashboards that tell leadership what’s real — not what’s optimistic.

Sequence and playbook design

Outreach sequences, call scripts, and deal playbooks built on what actually works — tested, measured, and refined based on close rates and pipeline velocity.

Marketing-sales alignment

Lead handoff, SLA definitions, lifecycle stages, and shared reporting that eliminates the blame game between marketing and sales. One funnel. One set of metrics.

We fix the system, not just the symptoms

When sales performance stalls, the instinct is to hire more reps or run more training. But often the problem is structural — the CRM is working against the team, not for them. Lead routing is slow. Deal stages are meaningless. There’s no content for the middle of the funnel. Activity logging is a chore, not a habit. We audit your entire sales operation — process, tools, data, and content — and fix the infrastructure so your existing team performs at a higher level without changing how they sell.

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Built for how your team actually sells

Every sales team is different. Inside sales, field sales, channel sales, enterprise AE-led motions — each needs different CRM configuration, different automation, and different content. We don’t apply a template. We observe how your best reps work, identify the friction points in your deal cycle, and design enablement infrastructure that amplifies what’s already working while eliminating what’s slowing you down.

See our sales enablement framework
THE REALITY

Without Sales Enablement / With MO Agency

The gap between a high-performing sales team and an underperforming one is rarely talent — it’s infrastructure.

Without Sales Enablement

  • Reps spend 60% of their time on admin — data entry, CRM updates, searching for content, manual follow-ups, and internal approvals eat the hours that should be spent having conversations with prospects.
  • No standard sales process — every rep sells differently. Deal stages mean different things to different people. Forecasting is guesswork because pipeline data isn’t standardised.
  • Marketing leads go cold — leads come in and sit unrouted for hours or days. There’s no automated handoff, no SLA, and no visibility into what happens after the MQL is created.
  • Content exists but can’t be found — case studies, battlecards, and one-pagers are scattered across shared drives, old emails, and Slack threads. Reps default to winging it.
  • No visibility into what works — leadership can’t identify which sequences, content, or approaches are driving close rates. Coaching is based on instinct, not data.

With MO Agency

  • Automated operational overhead — lead routing, task creation, deal progression, follow-up reminders, and CRM updates happen automatically. Reps log activities and the system handles the rest.
  • Defined, measurable sales process — deal stages with clear criteria, pipeline entry rules, and weighted forecasting. Everyone speaks the same language. Leadership trusts the numbers.
  • Instant lead handoff — marketing-qualified leads route to the right rep within minutes, with full context. SLAs are tracked. No lead sits untouched.
  • Content in context — sales collateral lives inside HubSpot, surfaced at the right deal stage. Reps find the right case study or battlecard without leaving their workflow.
  • Data-driven coaching — sequence performance, content usage, activity metrics, and win/loss analysis give managers the data to coach on what works — not what they assume works.
OUR APPROACH

How we build sales enablement that sticks

A systematic methodology that starts with your sales process and ends with measurable performance improvement.

Sales Operations Audit

We ride along with your sales process — reviewing CRM data, pipeline health, win/loss patterns, rep activity, and content usage. We identify where time is wasted, where deals stall, and where enablement can have the most impact.

Process & Pipeline Design

We define deal stages, entry criteria, pipeline rules, and handoff points. Every stage has a purpose, a required action, and a clear exit criteria. Forecasting becomes predictable.

CRM Configuration & Automation

HubSpot Sales Hub is configured to match your process — lead routing, deal automation, task creation, sequences, and playbooks. The system works the way your team expects it to.

Content & Playbook Build

Sales collateral is created, organised, and connected to deal stages in HubSpot. Battlecards, case studies, objection handlers, and talk tracks — accessible where reps need them.

Training & Rollout

Role-based training for reps, managers, and leadership. Everyone learns the new process on real data in the live system. Adoption starts at launch, not three months later.

Measure & Optimise

We track pipeline velocity, win rates, time-to-close, sequence performance, and content usage. Monthly reviews identify what to refine and what to scale.

WHAT WE DELIVER

The infrastructure that makes sales teams faster

From CRM configuration to sales content — every component is designed to remove friction from the deal cycle.

Pipeline & Process Design

Deal stages, qualification criteria, pipeline rules, and forecast methodology. The structural foundation your entire sales operation runs on.

Sales Automation

Lead routing, deal progression, task creation, follow-up sequences, and approval workflows. Everything that doesn’t require a human decision is automated.

Sales Content & Playbooks

Battlecards, case studies, pricing guides, objection handlers, and deal playbooks — created, organised, and accessible inside HubSpot at the right stage.

Reporting & Analytics

Pipeline dashboards, rep activity reports, sequence analytics, win/loss analysis, and forecast accuracy tracking. The data your sales managers need to coach effectively.

CASE STUDIES

Sales enablement in action

B2B Sales Team

Redesigned the sales process for a 40-person B2B sales team — implementing automated lead routing, deal stage criteria, and sequence playbooks that increased pipeline velocity by 35%.

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SaaS Company

Built a sales enablement programme for a SaaS company — reducing ramp time for new reps from 90 to 45 days and increasing average deal size by 20%.

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Professional Services Firm

Implemented HubSpot Sales Hub for a professional services firm with automated quoting, proposal workflows, and client onboarding — cutting time-to-close by 25%.

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TESTIMONIALS

Client Testimonials

The sales enablement programme transformed how our team operates. Pipeline velocity increased significantly and our reps finally have the tools and processes they need to focus on selling.

Sales Director

Sales Director, B2B Technology Company

Reviews from the HubSpot Partner Directory. View them all.

Frequently Asked Questions

Common questions about our sales enablement services.

What does sales enablement actually include?

Sales enablement covers everything that helps your sales team sell more effectively: CRM configuration and optimisation, sales process design, pipeline management, automation (lead routing, deal progression, task creation), sales content creation (battlecards, case studies, playbooks), sequence and outreach optimisation, and reporting. We focus on the operational infrastructure — not just training — so improvements are systemic and sustainable.

Is this just CRM configuration?

CRM configuration is a component, but sales enablement goes much further. We redesign your sales process, build the automation that supports it, create the content your reps need at each deal stage, and implement the reporting that lets leadership make data-driven decisions. The CRM is the platform — sales enablement is the strategy, process, and content that makes the platform valuable.

How do you work with our existing sales team?

We start by observing how your team currently works — riding along with the process, reviewing CRM data, and interviewing reps and managers. The enablement programme is designed around your team’s strengths and selling style, not a generic playbook. We involve reps in the design process so the tools and workflows we build reflect reality, not theory. Training happens on real data in the live system.

How long does a sales enablement engagement take?

A focused engagement — pipeline redesign, CRM configuration, and core automation — typically takes 6–10 weeks. A comprehensive programme that includes content creation, playbook development, and ongoing optimisation runs as a 3–6 month engagement or ongoing retainer. We scope the timeline based on team size, complexity, and the maturity of your current sales operations.

How much does sales enablement cost?

Project-based engagements start from R80,000 / £4,000 for CRM optimisation and process design. Comprehensive programmes including content, automation, and ongoing optimisation typically run R40,000–R80,000 / £2,000–£4,000 per month on retainer. We provide a detailed scope and proposal after the initial sales operations audit.

How do you measure the impact of sales enablement?

We measure pipeline velocity (how fast deals move through stages), win rate, average deal size, time-to-close, rep activity metrics, sequence performance, and content usage. We also track leading indicators like lead response time, meeting booking rate, and forecast accuracy. Monthly reports connect the enablement work directly to these metrics so you can see the ROI clearly.

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