16. Short Bytes: The levers of sales productivity, enablement and how you can drive higher sales performance
Join me for a discussion in how to study, measure and improve sales productivity.
Sales productivity is the intersection of sales effectiveness, efficiency and revenue, and is the backbone of a growing and profitable organization.
Here are some highlights:
- Sales enablement is one of the five levers of sales productivity and is the glue that sticks all of the others together. While content is a component of sales enablement, enablement is much more. And while training is a component of sales enablement, enablement is not training.
- Adult learning theory drives effective sales enablement
- Facilitation means "to make it easy" and is the essence of enablement. It is our job, as enablers, to make it easy for sales and other customer facing people to perform at their best, to co-create with customers, to maximize revenue and profitability
- Curiosity is a key attribute of successful sales people
If you want help evaluating or improving your sales profitability, visit aceleragroup.com to send me a note!
Shout-outs in this podcast
ARPEDIO - the account-based selling platform
NCR Primer - the original sales enablement asset, published by John Patterson at National Cash Register, in 1887
Showpad - a comprensive sales enablement platform
RNMKRS - AI based sales skills training
Objective Management Group - sales team evaluations and sales candidate screening
Gerhard Gschwandtner - first to use the term "co-creation" with regard to complex selling
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Thank you!
Lee Levitt
