Last week, we discussed the good news: Sales coaching is finally heading in the right direction. We also stated that only 30% of organizations currently leverage the tremendous performance impact of double-digit improvements that require a formal or even dynamic approach. That means 70% either...

We are just a few days into 2018. It’s a good opportunity to review your investments in sales enablement. How much do you invest in your salespeople and your channel, and what do you invest in your sales managers?If you don’t invest in your sales...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our sales managers are held accountable for the effective use of sales tools and resources by the sales force.”Sales managers have...

Clients often ask us, “Isn’t sales manager enablement just about sales coaching?” As the title of this blog post suggests, it is not. It’s like having advanced cooking skills and expecting that these skills alone would automatically create delicious meals. No, you also need to...

The Business Case for Sales Manager Enablement: Final ThoughtsIn the earlier blog posts Creating a Business Case for Sales Manager Enablement and Sales Manager Maturity Assessment: Two Perspectives we mapped out an approach to getting sales managers the support they need. Today we wrap...

Creating a compelling business case for sales manager enablement requires that the story is grounded in your organization’s context. And regarding sales manager enablement, assessing the current state of sales manager maturity adds richness to the one dimensional view offered by the business case numbers....

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...

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...