What is the most effective sales enablement approach? How should it be set up to ensure success? What’s the right sales enablement engine? There is no “one-size-fits-all” answer. The specific context of an organization, its particular challenges and goals, as well as the company culture...
What is your sales organization’s level of confidence in your CRM data? Less than one-quarter (24%) of all respondents in our 2019 World-Class Sales Practices Study indicated that their sales organization is “highly confident” in their CRM data. (Click to tweet) This has not changed...
A question I get asked more and more is: How do we effectively enable SDRs (sales development reps), and is the enablement of SDRs even our job as sales enablement leaders?Effectively enabling SDRs is a specific challenge, slightly different than engaging, equipping and empowering...
Sales management, sales operations and sales enablement functions may organizationally report into a CSO or CRO, but do you know how aligned they are? Each of these functions represents critical leverage points in helping sales teams effectively and efficiently engage with customers to create the...
Of all practices in the “top twelve” enterprise-level alignment, the sales, marketing, and service alignment is by far the broadest and the hardest to get right. So it is not surprising that only 35 percent of the nearly 1,000 respondents in our 2019 World-Class Sales...
With an ever-growing sales technology landscape, making sense of available sales data can be challenging for sales organizations without a well-thought-out data strategy for sales. As highlighted in our 2018 Sales Operations Optimization Study, on average, organizations use 10 different sales technologies, with four more...
Sales coaching drives results. Great results, no doubt. We see it year after year in our global data. Our 4th Annual Sales Enablement Study shows that, implemented properly, sales coaching can lead to a 16.6% increase in win rates for forecasted deals. Stay tuned for...
Little in the world of sales is static. Customer requirements are ever-evolving and, in response, most sales organizations are in the midst of change, be it a new CRM, a new methodology, a new product launch, a new coverage model, etc. Too often, however, these...
Having call planning tools in place isn’t anything new, but using them effectively was a topic of interest in our recent 2019 World-Class Sales Practices Study. Specifically, “We effectively use call planning tools to prepare for customer interactions” was highlighted as one of the Top...
As highlighted in our 2018 Sales Talent Study, sales organizations have a talent problem – several of them, in fact. For one, the market is changing so rapidly that fewer than 20% of sales leaders believe they have the talent to succeed in the future....