In b-to-b sales environments, the average tenure of a rep with a typical organization is far shorter, as most individual contributors have traditionally moved from company to company in pursuit of better short-term gratification via leveraged compensation plans. As organizations evolve, however, awareness is high around the value of investing in the long-term support of professional sellers. The goal of sales enablement is to ensure reps possess the skills, knowledge, assets and process expertise to maximize every buyer interaction.
Is 25 Percent a Bad Number?
Seasoned sales reps hate to listen to training. Leading sales enablement professionals deliver information ...
Other content in this Stream
Red Hat Improves Buyer Engagement with Development of New Messaging
Discover how Red Hat built a sales messaging program to enable sales to engage with higher-level audiences and discover new opportunities.
2018 State of B-to-B Tech Investment: What Companies Need to Know Now
In this e-book, we explore the technology investment plans of b-to-b orgs, why they continue to struggle to see a return on their technology investments, and a fundamental shift that is required.
Sales Enablement for the First-Line Sales Manager (Results from Our 2018 North America Sales Talent Study)
In this guide, we address the need for b-to-b sales leaders to emphasize sales enablement tactics that directly support first-line managers using data gathered from our 2018 Sales Talent Study.
Success Story: Red Hat
Red Hat sought a sales enablement program that provided a consistent and compelling value proposition.
Sales Enablement Planning Assumptions Guide 2019
In this guide, we describe six planning assumptions that sales enablement leaders should incorporate into their planning for 2019.
The SiriusDecisions Sales Talent Recruitment Waterfall
The SiriusDecisions Sales Talent Recruitment Waterfall provides a five-stage framework that encompasses the key activities required to continually source and hire the best sales talent.
The SiriusDecisions Sales Onboarding Execution Framework
The SiriusDecisions Sales Onboarding Execution Framework helps facilitate a competency-aligned process to define, design, develop and deploy a consistent and scalable sales onboarding program.
The SiriusDecisions Continuous Learning Framework
Establish a process to organize and align ongoing learning to competencies and assess learning continuums for retention and impact.
Long-Term Competency in a Short-Term World
Get best practices on how to equip reps with the lasting knowledge and skills they need to effectively execute.
Is 25 Percent a Bad Number?
Seasoned sales reps hate to listen to training. Leading sales enablement professionals deliver information in a variety of ways and provide multiple learning modalities to make absorption align...
The Top 10 Reasons Sales Doesn’t Read Your Email
Internal emails take up too much of sales reps’ time, which makes them picky about what they read. There are 10 surefire ways to ensure that your email will get deleted before it’s read. If...
Metrics: Leading, Leaning and Lagging, Oh My!
Time is money. It’s the most significant variable in maximizing rep lifetime value across the sales talent lifecycle, potentially worth millions for every strong seller we support. But enablement...
The Three Facets of Event Sponsorship: Customer Engagement, New Business and Brand Awareness
As someone whose career spans more than 15 years in event management, Laura Vogel, SiriusDecisions’ senior director of events, is well versed in the challenges that events teams continually face.
SiriusDecisions Command Center Walkthrough
Watch our walkthrough video to learn how you can use the SiriusDecisions Command Center to compare performance against peers, justify investments and get fact-based visibility into progress and gaps.
I've Been Selling a Long Time – Just Leave Me Alone and Let Me Make My Number
Today, organizational and commercial change are almost constant, which creates tension among tenured sales reps who want to stay in their comfort zone.
The Science of Selling – Three Things to Know
Intelligence is creeping into sales, with analytical engines doing the heavy lifting. Learn three ways that sales technology is enhancing the way we sell and enable our sellers.
Sales Learning and Coaching Technology: Three No-Brainer Outcomes
Sales learning has long been executed manually and repetitively. Organizations are seeking ways to more effectively deliver learning to high-performing and Millennial sellers. Sales learning and...
Sales Enablement: Taking an Audience-Centric Approach Webcast Replay
Watch as we demonstrate the elements of a sales enablement program that are impacted when an organization makes a shift from product-centric to audience-centric selling.
A, B or C – Sales Enablement’s Challenge of Choice
Robert Frost's poem "The Road Not Taken" is often interpreted as advice to always take the less-traveled path, but others suggest it's more about second-guessing choices made in the past. Many...
Sales Onboarding: Accelerating Time to Productivity and Competency Webcast Replay