Hey sales leaders: What do you think is the purpose of enablement? Allow me to confound that expectation.
Your answer probably includes sales onboarding — ramping new hires quickly.
It may include keeping reps abreast of all the changes — new releases, new campaigns, new processes, etc.
And some of you may include doing periodic training on your …
Hey sales leaders: You’re looking for ways to cut costs on the sales tools that aren’t delivering. Before you do, here’s an idea to squeeze more juice out of them than you thought possible.
You bought a sales tool to address a particular need — and it may or may not be yielding results on that …
Hey sales leaders: The way your ops team creates reports and dashboards is probably fine for forecasting, but it’s mostly useless for improving rep performance.
The “official” reports and dashboards created for sales orgs are almost always snapshots for the current quarter or fiscal year. They show the static number for the pipeline generated, the current …
Hey sales leaders: You’re probably measuring the effectiveness of your enablement efforts in the wrong way.
Enablement programs are generally measured in two ways, and they’re both problematic:
Common approach 1: Participation and Reaction — measuring whether sellers participated in training, liked it, or learned anything.
Why is it problematic? Leaders don’t care.
Does it really make a difference …
