Sales enablement leaders must align with and support HR and sales leadership in their efforts to attract and hire top sales performers. 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.
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Sales Enablement Planning Assumptions Guide 2019
In this guide, we describe six planning assumptions that sales enablement leaders should incorporate into t...
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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 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...
SiriusDecisions 2017 Sales Enablement Study
Download the SiriusDecisions 2017 Sales Enablement Study to find out the scope of sales enablement and priorities of focus.
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...
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...
Three Ways to Guarantee a Sales Rep's First Day Is a Terrible, Horrible, No-Good One
Conventional wisdom, at least to some, holds that great salespeople can hit the ground running. If a seller is top-notch, he or she is basically a "put me in, coach" player: Just give me my...
Tata Communications: Programme of the Year Award Winner at SiriusDecisions EMEA Summit 2016