Sales Enablement: What Must Be Enabled Before People?
OCTOBER 1, 2019
Carrying on with our Sales Enablement series, I’m going to make a statement that shows how much I disagree with common “wisdom” on the subject. I’m probably shouting into the desert, but I’m going to say it anyway: When first done, sales enablement has nothing to do with people. It’s a similar situation with sales. Most companies, when they engage in sales enablement, focus on the sales manager and pound on them to coach salespeople. Sales Management