Welcome to CSO Insights
This research looks at the intersection of sales management and sales enablement. Sales managers have the hardest job in sales, and yet, across geographies and industries, organizations are not doing enough to develop the people in these positions. In this report, Tamara Schenk and Jim Dickie discuss the importance of the sales manager role; the enablement gap for sales managers; the business case for turning this around; and how leadership can systematically enhance sales manager enablement.
Learn the impact sales enablement has on organizations today and the best practices companies are implementing to optimize sales training, content development, coaching and technology.
69% of sales team in organizations that report sales skills training efforts exceed expectations are meeting quota. Understand the payoff of investing in a strong skills training program.
47% of sales organizations report they need improvement in effectively cross-selling and up-selling existing accounts. Uncover how to tap into the value of your customer base.
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