How to Overcome Sales Enablement Challenges | Part 2: Engaging and Involving Sales Managers

After having discussed the “lack” element of sales enablement challenges last week, this week we are going to talk about challenges around sales managers. Yes, sales managers seem to be involved in various sales enablement challenges in many different ways. Let’s take a look at what you told us.
In the open text responses from our 4th Annual Sales Enablement Study, you shared some sales manager-related challenges that can be summarized in three buckets: a) misalignment with sales managers, b) missing sales manager development and c) a lack of driving adoption and reinforcement of the initial sales enablement initiatives for salespeople. Misalignment typically is the most important issue to be resolved first as, for instance, the adoption and misalignment challenges are just a consequence of enablement and sales managers not being on the same page.
Key challenge: Sales enablement is often disconnected from sales managers. (click to tweet)
This is a situation I