What Are You Enabling?

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Sales enablement is an important role with lofty goals. The mission extends way beyond sales operations; it includes sales management and sales leadership. But what are you enabling? Are you enabling your team to do their very best work? Are you giving them the tools, the … [Read more...]

They Are Not You (A Note to the Sales Leader)

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You were a great salesperson. You were truly special. Selling came easy to you. You were born with the ability to create rapport. You like people and they like you. People have always trusted you, and you’ve always taken on more responsibility than was expected of you. You built … [Read more...]

When To Take Your Team Off the Field (A Note to the Sales Leader)

When You Take the Team Off the Field (A Note to the Sales Leader)

When you take your team off the field make sure it is achieve the right outcomes. Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to cover administrative or … [Read more...]

If You Want Faster Results Find a Model

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Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]