Author Archives: Tamara Schenk

What Sales Enablement Content Analytics Really Mean

“Not everything that can be counted counts, and not everything that counts can be counted.” Albert Einstein Einstein’s observation holds true for sales enablement content-related analytics. Imagine the launch of a shiny, new enablement and collaboration platform. Many different roles … Continue reading

Posted in Content Management, Sales Enablement, Sales Enablement Metrics | Tagged , , , , | Leave a comment

Sales Force Enablement – See you in Atlanta, Sept 17

The term “Sales Enablement” is used for almost everything that has to do with content, messaging, training, collaboration and technology to improve sales productivity and drive sales effectiveness. The function is rarely a strategic discipline that translates selling challenges into … Continue reading

Posted in Go-to-customer, Sales Enablement, Sales Enablement Challenges, Sales Enablement Definition, Strategy, Uncategorized | Tagged , , , , , , , , | Leave a comment

More On Performance Accountability – The Sales Manager’s View

According to Business Dictionary, performance is defined as “the accomplishment of a given task measured against preset known standards of accuracy, completeness, cost, and speed.” It is a result to be measured. Accountability, on the other hand, is a virtue. … Continue reading

Posted in Sales, Uncategorized | Tagged , , | Leave a comment

Defining Sales Functions And Programs – How to Define Your Charter

Now, as we have defined vision mission and purpose, we have to be more specific. Based on your target audience (sales roles, sales manager roles, channel partners, etc.) motto, objectives, strategies and tactics, your specific services and your metrics have … Continue reading

Posted in Sales, Sales Enablement, Sales Enablement Definition, Strategy | Tagged , , , | Leave a comment

Defining Sales Functions And Programs – Why You Need Vision, Mission, Purpose First

Fitness, according to Oxford Dictionaries, is defined as “the quality or state of being fit.” That’s a general guideline, but what does it mean to you? It depends on your context. Are you a professional decathlete or a weekend trail … Continue reading

Posted in Sales, Sales Enablement, Sales Enablement Definition, Strategy | Tagged , , , , | 2 Comments

Performance Accountability – A Behavior of World-Class Sales Performers

If a taxi driver delivers excellent services, then you are a lucky person. In case your taxi driver also helps you out with coins that were part of his tip just to make sure you can pick up a baggage … Continue reading

Posted in Front Line Sales Managers, MHI Global Sales Best Practices Study | Tagged , , , , , , | 3 Comments

Conscious Collaboration—A Behavior Of World Class Sales Performers

Look at a couple of your won deals and analyze the criteria that made the difference. There will be tangible criteria such as the vision of future success, the compelling business case, a specific solution whose value outweighed the perceived … Continue reading

Posted in Sales Enablement | Tagged , , , | Leave a comment

What Are The Leading Investments In Sales Productivity?

In our 2013 Sales Performance and Productivity Study, the following investments in sales productivity 2013 and 2014 emerged as the top three: Process, skills and competencies cover the “how to sell” dimensions, whereas the second initiative is focused on the … Continue reading

Posted in Sales Enablement, Uncategorized | Tagged , , , | Leave a comment

Why Being A B2B Buyer Is Different – Consumerization Is A Poor Comparison

When buying a personal laptop, you know what you want, your budget, and your brand preferences. Then you make your online research to come up with a short list. Your best options get compared and you make a decision, placing … Continue reading

Posted in Buyer Enablement, Sales Enablement, Uncategorized | Tagged , , , , , , | Leave a comment

The Biggest Inhibitors To Sales Success

Consider this scenario: The first physical meeting with a new customer has been scheduled. To prepare, the account manager invited a colleague from solution sales and an industry expert. A few emails were exchanged and they finally meet for the … Continue reading

Posted in Sales | Tagged , , , , | 1 Comment