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How to make your sales enablement program work with this Design Thinking trick


The market accelerates, products get new features and your organization gradually changes, which makes it imperative for you to ameliorate your sales enablement programs over time.

Design thinking is a powerful method to ideate, build and test solutions that respond to specific problem or need. During its ideation phase, stakeholders gather to brainstorm on new ideas without limitations, and by using the Impact Effort Matrix tool, stakeholders will be able to prioritize generated ideas into decisions that improve the sales enablement training program.

graphic of design thinking phases by Opentrends

The Impact Effort Matrix helps you identify opportunities, the level of effort required to assess each opportunity and its potential impact. Sales enablement and training decision-makers benefit from this approach by identifying the scope and optimizing results over time.

Effort”, refers to the necessary resources: budget, talent, time and dedication to undergo that improvement; and “Impact” measures the capacity to improve the initiative or action.


How to apply the Impact Effort Matrix during Design Thinking Ideation phase?

Follow the steps:

1. List the improvement actions that you have identified for your enablement training program.

2. Draw up a grid in which the level of impact is defined on the Y-axis, and the level of effort is represented on the X-axis.

3. Place each of the listed improvement actions that you want to assess in the matrix according to their impact and effort scale.

4. Once the actions are polluted in the grid, the matrix will give you prioritization levels based on the rated quadrants:

effort impact matrix

A)   Low effort, high impact: These are quick wins, initiatives which one must focus on.

B)   High effort, high impact: They can lead to strategic projects that must be planned in detail.

C)   Low effort, low impact: These are minor initiatives that can be left in the background.

D)   High effort, low impact: They will consume many resources without being rewarded. These actions should be ruled out.


Some of these initiatives can be carried out effectively by your own company, but those considered strategic projects might require a specialized third-party leader. The specialized leader will help ensure a smooth transition and integration with the appropriate systems and software platforms in place.


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Tatiana Gely

Business Development Lead