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...

Buyers decide how to approach a problem or a challenge. Buyers decide when and how to engage with salespeople, depending on the complexity and the specific risks of their different buying situations. And they also determine what value means in their business context (and for...

“Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals.” ― Jim RohnThe term “consistency” means many different things to different people. For some people, consistency is perceived in a way that doesn’t appreciate change or is contrary to change. And...