You might think that the changing nature of B2B selling and the pressure of digital transformation would force sales leaders to develop the role with the greatest leverage first. And that’s the role of the frontline sales managers. They directly lead quota-carrying salespeople. Sales managers...

Let’s continue our sailing trip on the high seas with the customer’s implementation and adoption phase and the related value dynamics.From change dynamics to decision dynamics to value dynamicsA few weeks ago, we discussed the dynamics of the customer’s journey, especially the change dynamics in...

Sales leaders will often say they want to see their sales managers focusing on results like revenues, market share, or growth rates. The issue with focusing on these lagging indicators is that sales managers don’t “control” these results. At least not directly.All managers can really...

The process for getting a driving license varies around the world, but usually new drivers must reach a certain level of competence before they can earn their license. Time behind the wheel can improve their confidence, but first, they must be taught how to drive...

“Where there is less pain, there is also less pay.” ― Auliq IceIf you follow our research, then you already know that sales force enablement is a strategic, complex, cross-functional discipline to drive sales results. And so is the role of the enablement leader: multifaceted, complex, cross-functional,...

Enablement, sales force enablement as we call it, is a growing discipline. Only 19.3% claimed to have an enablement function back in 2013, but 32.7% reported having a dedicated enablement team in 2016. That’s an impressive growth of 13.4 percentage points or 69%.Now, more and...