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....

The term “maturity” is defined as “the state of being fully grown or developed” according to Oxford Dictionaries. The disconnect between the FSM’s key role and the lack of FSM development FSMs are the key role in any sales organization. No other role has more direct impact...