How Andela Transformed Its Sales Strategy Through Sales Enablement

In the dynamic world of tech startups, scaling sales operations efficiently is a common challenge. Andela, a company specialising in connecting global talent with tech firms, faced this very issue. By embracing a structured sales enablement approach, they achieved remarkable improvements in their sales performance.​

The Challenge

During the pandemic, Andela's sales team more than doubled in size. This rapid expansion rendered their existing onboarding and communication methods insufficient. Relying on anecdotal experiences was no longer viable; they needed a data-driven strategy to maintain efficiency and effectiveness.​

The Solution

Andela partnered with Gong to revolutionise their sales enablement. By leveraging Gong's platform, they harnessed the voice of the customer, uncovering data and insights that reshaped their sales pitch to align more closely with customer needs and market dynamics. ​

The Results

The impact of this initiative was substantial:​

• Enhanced alignment between sales strategies and customer expectations.

• Improved onboarding processes for new sales representatives.

• Increased overall sales efficiency and effectiveness.​

Andela's experience underscores the power of a well-structured sales enablement programme in driving sales performance and supporting business growth. Gong

Andela’s story is a clear reminder: when startups invest in the right sales enablement foundations, they don't just improve sales performance - they unlock clarity, consistency, and confidence across the entire go-to-market motion. It’s not just about tools and training - it’s about building a sales culture that scales.