Sales enablement and the performance gap
12th September 2018 | Bob Apollo
The primary goal of sales enablement must surely be to increase sales effectiveness by progressively reducing the performance gap between our best sales people and the rest, measured by revenue and other tangible metrics.
But it seems to me that a number of sales enablement programmes (typically the less successful ones) have made insufficient efforts to understand the winning behaviours of their top sales performers, or to package these learnings into simple practical and usable tools that can equip competent but otherwise under-performing sales people to embrace these best practices.
Learn from experience
It’s a mistake to assume that top performance is largely driven by innate personal abilities that cannot be coached or taught. Of course, that’s often a contributing factor but let’s not ignore another key attribute of top performers: they often have a particularly well-developed ability to learn from their experiences and to adapt their behaviours accordingly.