Empowering Salespeople: Overlooked, but Crucial to Drive Performance

Last week, we discussed the need to engage salespeople effectively so that they are able to engage their buyers and be valuable, relevant and differentiating in every interaction.
Today let’s talk about the third component of the “engage, equip and empower” trilogy—let’s talk about empowering salespeople. You may ask, “What about the second element, ‘equip’?” The “equip” element is addressed in an abundance of my blog posts that cover all things content, customer engagement, value messaging, training and coaching.
Now what does it mean to empower sellers?
Empowering your sales force is an often-overlooked yet crucial component of success. And in this age of technology, it’s even more important to empower humans so that they are mentally able to master the various technologies surrounding them. I sometimes get the impression that it’s going the other way—that technology masters humans who adopt more and more an attitude of blind acceptance of whatever technology suggests