In their attempts to drive sales productivity, organizations often implement short-term fixes to systemic issues. However, a new technology solution or staff member is unlikely to provide a lasting solution in the absence of a thoughtful, strategic approach. In this guide, we outline five planning assumptions to help enablement leaders equip sales teams to maximize every buyer interaction and outperform their competitors in 2017.
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Sales Enablement Maturity Model Overview
Assess the current state of your sales enablement function, and understand the components necessary for effective planning and execution.
Sales Talent Lifecycle Framework Overview
Explore our best-in-class, three-phase approach for selecting the right new sales hires and teaching them to be successful high performers.
SiriusFoundations: Sales Effectiveness Enablement Webcast Replay
Gain insight into a variety of challenges focused on sales talent, assets and structure, and learn about relevant SiriusDecisions models and frameworks for a successful sales enablement program.
The SiriusDecisions Sales Enablement Framework Overview
Learn which enablement elements sales and marketing are responsible for – and how they can support sellers throughout the buyer’s journey.
Willy Wonka and the Sales Enablement Challenge: “So Much Time and So Little to Do”
Explore the key elements of sales enablement charters to ensure that sales enablement leaders and sales reps are set up for success.
Value Stream Mapping: Aligning Your Sales Process to the Buyer's Journey Webcast Replay
Understand the critical elements of the buyer’s journey and the types of interactions that buyers have identified as most influential in their decisionmaking.
Beyond Sales Onboarding: How To Make The Training Stick (Part One)
Learn about ways to ensure that new hires retain their knowledge and integrate what they have learned into sales skills and behaviors.
Value-Stream Mapping Buyer-Focused Sales Process Project Overview
Learn about our suggested approach to develop a deeper understanding of your buyers’ needs and a sales process that enables reps to sell more effectively.
Beyond Sales Onboarding: How to Make the Training Stick (Part Two)
Learn about the specific tactics you can employ for certification, coaching, field enablement and technology.
2015 Sales Onboarding Programs of the Year Webcast Replay
See best-in-class examples of peer organizations’ onboarding programs and learn how to integrate self-study, virtual and in-person components into the process.
Sales Onboarding: Accelerating Time to Productivity and Competency Webcast Replay
Discover how to accelerate time to productivity and competency for new sales hires to more quickly realize their revenue-generating power.
Developing Sales Playbooks Workshop Overview