During today's Kadient Sales Effectiveness conference call, Katryn Proulx of CIGNA Healthcare led a discussion about how to engage -- and keep engaged -- the subject matter experts (SMEs) in your organization who help create and review content that fuels your sales knowledge system.  These players are so critical in responding to buyer needs for information, yet it is a perennial challenge ensuring that they participate in the overall process of creating and reviewing sales-ready content. 

The conversation covered the following: 

• Techniques for gaining management buy-in about the importance of SMEs' contributions to creating and reviewing sales knowledge
• Making being a sales knowledge SME part of an employee's annual performance objectives
• Ways to publicly acknowledge the contributions and impacts SMEs make to specific deals
• Ways to gain SME buy-in to participating in content review and RFP response
• Unique challenges encouraging and incenting VP-level SMEs to engage in the sales knowledge content creation and review processes

There were many excellent suggestions submitted by the participants on the call; this discussion thread is designed to let you post your questions, offer your suggestions, and post techniques that have been successful for you in the past so we can create a readily accessible and searchable resource for the sales knowledge community. 

So let us know what's working, where you're challenged, and how you see your organization evolving with respect to how you ensure your sales knowledge is accurate, up to date, and leverages the expertise of your critical internal SMEs. 

Thanks!
Allyson Pelletier, Sr. Product Manager
Kadient