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Tuesday, September 10th, 2019
World-class sellers don’t expect success; they prepare for it. On the face of it, sellers appear to be on a winning streak. New figures from CSO Insights (the research division of Miller Heiman Group) reveal that, over the period 2017–19, sales organisations globally saw a 7% increase across both revenue and quota target attainment. However, before sales teams are too…
Tuesday, September 10th, 2019
1. Improve effectiveness of sales development activities…
Tuesday, September 10th, 2019
As selling evolves, how do you make sales enablement work for your company? When listing key company departments, many business leaders will name sales, HR, marketing or even their IT team. Today, however, more and more are adding sales enablement to that list. The rise of sales enablement is materialising. According to recent research from CSO Insights, 61% of businesses…
Wednesday, June 26th, 2019
How L&D can support sales transformation by collaborating with the sales leadership team. In this case study, RS Components Director of Learning and Development, Ian Wearne explains how L&D, sales leadership and salespeople collaborated to create a sales development programme that is transforming employee engagement and sales performance. In keeping salespeople at the top of their game, learning and development…
Wednesday, June 26th, 2019
As the modern workspace is changing and the workforce is becoming more social, mobile and digital, corporate learning functions need to adapt their ways of providing training and enablement. This is especially true when enabling the sales force. SAP’s Learning2Go organisation provides SAP sales colleagues with offerings that harness digital and virtual innovations, empowering them with the most up-to-date and…
Tuesday, June 25th, 2019
CPD is vital in today’s sales world, and the “Journal” is aiming to help. Continuing professional development is widely recognised as fundamental to the improvement of standards and skills for individuals, their industries and professions. Yet, until recently, CPD has not been top of the agenda in sales. Why? Let’s face it, sales may be the world’s oldest profession, but…
Friday, March 22nd, 2019
When companies embark on a digital transformation journey, they undertake a challenging quest for new business models, as they seek to leverage digital innovations to generate value for their customers and to differentiate from their competition. SAP’s Digital Elite Programme enables its salespeople to pitch a digital journey that is a perfect fit for their customers. The digital revolution is…
Tuesday, December 18th, 2018
As the business world is increasingly disrupted by digital, sales enablement is coming of age. Is this relatively new discipline the key to competitive success for sales organisations? A variety of sales enablement hot topics were on the agenda at Miller Heiman’s 2018 Sales Enablement Summit at the Nobu Hotel in London on 8 November. Not least was the fact…
Tuesday, December 18th, 2018
Membrain’s Content Hub claims to solve the problem of salespeople having difficulty finding the right type of content when they need it, or worse, using outdated content stored on their desktops. It also addresses the issue of marketing not knowing which content is being used, and what is most effective in increasing sales effectiveness. In contrast to most sales enablement…
Monday, September 24th, 2018
This article extracts some of the key points from a talk at this year’s Sales Educators’ Academy Conference at Aston Business School in Birmingham, and the debate that followed. The presentation on strategic sales enablement in the face of unrelenting change was given by Robert Racine, VP, Global Sales Enablement at Wipro. Racine ran a central sales enablement function today…
Monday, September 24th, 2018
Why sales enablement is the key to effective sales transformation. Sales enablement is a fast-growing discipline. In our research, we’ve seen the percentage of organizations that reported having a sales enablement initiative or function grow from 19.3% in 2013 to 32.7% in 2016 to 59.2% last year. With so many people getting involved with sales enablement for the first time…
Friday, September 21st, 2018
Research and advisory firm Gartner has sold its Challenger business to Los Angeles based private equity firm Marlin Equity Partners less than 18 months after acquiring it as part of CEB. Gartner acquired CEB on 6 April 2017 for some $2.6 billion in cash and stock; financial terms of the subsequent sale to Marlin of the business based around the…
Friday, September 21st, 2018
It is with great sadness that we report the passing of Robert Racine on the morning of 3 September. Despite a demanding role as Wipro’s VP, Global Sales Enablement, Robert always found time to contribute to organisations dedicated to furthering our understanding of sales enablement. He was a member of the Journal’s editorial board, a Fellow of the APS, and…
Wednesday, September 12th, 2018
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…
Friday, May 18th, 2018
Methodology and scope A wide range of companies offer training and professional development services to the sales profession, making myriad claims about their capability – so determining the right partner for you can be a tricky process. In this study, a strategy grid was used to help position some of the leading UK, European and US vendors on a more…
Friday, May 18th, 2018
When SAP decided it had a need for teams to implement a new sales strategy to better address customer needs, it implemented a Challenger programme (alongside other components). Importantly, the company decided to include robust business impact metrics. Pipeline analysis* Account executives with a minimum of 180 days’ experience in their role at the time of the training have: +
Friday, May 18th, 2018
We talk a lot about transformation but how often does training involve genuine transformation? In the case of global software and services giant SAP there was an urgent need for a thorough transformation in the way the organisation sold, driven by major disruption in the market caused by the migration of IT systems away from an on-premises model onto the…
Thursday, March 8th, 2018
New research identifies how best to handle upselling or cross-sell conversations. “What about this selling situation?” That’s typically the first question we hear whenever we’ve conducted a study that sheds light on the buyer psychology of some critical moment in the purchase cycle. There’s always somebody waiting with the next question that needs to be run through the research gauntlet….
Wednesday, December 13th, 2017
When Whitbread’s Learning & Development team was looking for a novel approach to enhancing frontline employees’ skillsets they hit on the idea of using theatre directors and performers to communicate key messages. The owner of the Premier Inn and Costa brands has built a sales university focused on two themes: the art of communication and negotiation. Head of Sales &…
