They had spent a lot of time understanding the key competencies and capabilities for success. ![]() Overall, while the sales people were scraping through, barely hitting their goals, the feeling of executives leading the sales organization, top field managers, and the sales enablement management team was they should be doing far better.Īs we reviewed the sales enablement programs, their programs were among the best I’ve seen. While there programs were leading edge, the participants in the programs rated them very highly. It’s a team that I think of as modeling some of the most forward thinking programs in developing the capabilities within the organization. Recently I had a fascinating conversation with a sales enablement team. I think one of the biggest problems with sales enablement comes from outside the organization, with sales executive leadership and front line management. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. ![]() ![]() I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. Again, I have to start this post with an apology.
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