Why Your Sales Enablement Strategy Isn’t Working

How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on.
By Bruce Wedderburn
Imagine this scenario: You are a new coach of a tennis team comprised of mostly average players. Over the past few seasons, they’ve consistently landed in the middle of the pack, but you see the potential they have to be so much better and win more league matches.
To address this problem, you take a number of steps:
Provide them with more strategic analysis of their opponents before games, including data on the other players’ weakest shots over the course of a game, broken down to include factors such as temperature at game time, shot selection under stress and average racquet velocity during each set.Incorporate this analysis into a series