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As 2016 comes to a close, I am thinking about sales enablement things and predictions for 2017. The last few years have been a roller coaster for me, and also for sales enablement at large. I don’t expect that 2017 is going to be much different. It’s still going to be the wild west for vendors and customers alike, but sales enablement is at a […]

On my first sales enablement project, I quickly realized the imperative for sales enablement training.  I launched an iPad sales enablement tool to help sales reps have more effective sales engagement techniques.  As I completed my first demo on the tool, a sales rep walked up to me and said, “what does swipe mean?” Changing my perspective This rocked my world, I figured everyone […]

As we continue our discussion on measuring sales enablement, it’s important to look at what could go wrong.  A whole host of errors are commonly introduced into the measuring process. So, it is important to avoid making these mistakes.   Why is it important to avoid errors? Above all, credibility. A trained executive eye, especially one that is focused and detail-oriented, will easily spot inconsistencies […]

Do you start with the end in mind? Where should we really start as we dig into sales enablement?  The answer, measuring the effectiveness, is normally a task most wait to conduct  until the end of the process.   Sales enablement can be expensive and time consuming, and management might see it as a distraction for their reps.  In fact, according to the CMO […]