Is sales enablement tactical or strategic?

A while ago, there was an interesting discussion in the Sales Enablement Society forum about the main orientation of the sales enablement function. Is sales enablement strategic or tactical? How do you recognise its mode? It’s almost a bit like asking if light is a particle or a wave? The scientists among you surely knowContinue reading “Is sales enablement tactical or strategic?”

Two important questions that you need to ask after any sales training or workshop

There is a lot of value in measuring the success of any sales training. You can measure the reaction, knowledge, application, business impact and even ROI. It’s an important way of evaluating your training and its effectiveness. Does it move the needle? Many training programmes, however, end with the completion of a short survey. SomeContinue reading “Two important questions that you need to ask after any sales training or workshop”

10 Ways to improve your first week of sales onboarding

The wow experience: First impression counts! You hired new sales reps, managers and leaders and now they are looking forward to their first day at your firm. Make that first day an amazing experience! You want new hires to think: Wow, I have joined an amazing company and team! On their first day, the newContinue reading “10 Ways to improve your first week of sales onboarding”

The real reason why you should ditch slides in your first customer meeting

Let’s be honest. Wouldn’t it be great if there was a magic PowerPoint deck template from marketing or sales enablement where you just had to insert the customer’s name and logo and you could take it to your first meeting and present your amazing solution and tell your prospect how great your company is andContinue reading “The real reason why you should ditch slides in your first customer meeting”

The secret of creating a sales coaching culture

Why is coaching so important? As a sales leader your responsibility is to lead your sales reps and help them develop their sales skills and career. Not all sales reps manage to achieve their targets. You will have a few reps that achieve and exceed targets, many will be mid-performers and some might really struggle.Continue reading “The secret of creating a sales coaching culture”