Why Sales Enablement is Important to Your Customer-centric Strategy
For decades, businesses worldwide have adopted a customer-centric strategy that places their buyer at the forefront of the purchasing process. In fact, you likely shop…
Tag: Sales Leadership
It’s Time To Drive Sales Manager Enablement
Sales managers have an incredibly difficult job in the commercial ecosystem. Sales manager enablement is on the rise due to the rapidly volatile, uncertain, complex,…
Partnering to Evolve with Sales Leadership
Sales training and sales leadership approaches are blending into highly reactive and focused on short-term and coordinated activities. The challenge is focusing on “now” while…
Creating a Sales Talent Enablement Strategy
What type of sales talent enablement strategy works best to help sales managers and their teams be successful? When it comes to driving consistent action…
Helping Salespeople Understand Customer Decision Making
The Sales profession is obviously a person-oriented profession and understanding Customer Decision Making is very important. Because there are human emotions, feelings, and beliefs involved…
What is your Commercial Strategy?
Welcome to the digital economy. Have you defined your Commercial Strategy? We’ve been hearing about digital transformation for years, and businesses have been slow to adopt.…
How to Create a Sales Enablement Vision and Mission
Blending science and art in sales enablement is getting more difficult. Today, teams must maneuver around a variety of changes within the industry, from digital-first…
7 Ways to Apply the Commercial Ratio
Your commercial ratio is measured by subtracting your current total annual revenues from last year’s total and then dividing that by your current years’ sales…
Commercial Ratio Spend: What Is Your Spend Per Sales Rep
How much are you spending to support your salesforce and what is your Commercial Ratio Spend per year? When you account for all of the…
Digital Disruption is Forcing More Demand Creation
What does creating demand of Digital Disruption really mean? You want your salesforce to:– Sell to higher levels in the company– Sell to value, not…