The concept of “sales enablement” appeals to everyone staked to the sales organization’s success. For salespeople and their managers, it promises shorter learning curves and quicker access to essential information; for IT, sales enablement often involves applying truly innovative technology; and for sales leadership, sales enablement promises a more productive, efficient sales organization. Given the unrelenting pressure on sales costs and productivity all of these goals can represent urgent requirements - especially for sales forces undertaking transformational changes in cost, coverage, or growth models.
In this Sales Management Association webcast, sales enablement thought leaders engage in a roundtable discussion on successful sales enablement initiatives’ defining characteristics. Speakers will emphasize the importance of “People, Process, and Performance” in guiding successful sales enablement initiatives. Specific topics include:
- Fostering a communicative, collaborative sales environment where best practices flow among team members.
- Integrating talent management into sales enablement initiatives.
- Defining sales enablement’s impact on sales process, by enhancing the ease of customer interactions, and better preparing sellers at crucial sales process steps.
- Presenting performance data
- Distilling data to actionable information relevant to salespeople and their managers.
- Improving lead intelligence
- Optimizing metrics to increase the sales organization’s understanding of performance.
Speakers:
Giles House, Product Marketing Director, CallidusCloud
Tamara Schenk, Vice President Sales Enablement, T-Systems
