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...

Other blogs in this CPQ series have identified and quantified potential benefits of adding Configure, Price & Quote (CPQ) capabilities to your CRM implementation. This blog deals with you not doing so; what if you simply don’t?For starters, you’ll have plenty of company. According to...

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...

Two Things You Don’t Know About CSO Insights’ ResearchEven if you participated in the first survey Jim Dickie conducted back in 1994, and in each year’s surveys since then, we’re doing two things differently in our 2017 World Class Sales & Service Study.First, we’re breaking...