For those of you in an enablement role, it’s the time of the year when strategic planning processes for 2019 are underway and budgets are … [Read more...] about Why you need a sales enablement charter and how to get there: Part 1
Tom Steenburgh on Selling New Products, Part 1
Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business, and Mike … [Read more...] about Tom Steenburgh on Selling New Products, Part 1
Salespeople Need Two Kinds of Knowledge and Adaptive Competencies!
When I discussed our latest data on sales enablement, especially regarding the impact of onboarding, I also shared six design principles for effective … [Read more...] about Salespeople Need Two Kinds of Knowledge and Adaptive Competencies!
Twitter Roundup
A selection of links and articles @CSOInsights has recently recommended. Follow us on Twitter and LinkedIn. Check www.csoinsights.com weekly for new … [Read more...] about Twitter Roundup
Designing Effective Sales Onboarding Programs
Last week, I shared some of our latest research on the performance impact of onboarding programs. The main findings were: Effective onboarding … [Read more...] about Designing Effective Sales Onboarding Programs
Beware the Golden Handcuffs
The best are driving over half your revenues. Do you want more of them? As we comb through the data of the 2018 Sales Talent Study, one of the more … [Read more...] about Beware the Golden Handcuffs
