Sales leaders weigh in on… LESSONS FROM THE FIELD


What triggers training, and how does it drive revenue? “Data


“Unfortunately, 66% of a seller’s time is still spent on ‘non-selling activities,’ and a little more than half are expected to miss quota each year. If that doesn’t convince you we have work to do to help our sales teams become not only better sellers but more efficient in their day- to-day activities, I’m not sure what will. The World Economic Forum is predicting that 50% of all employees will need reskilling by 2025, and salespeople are no exception.


Presenting


just-in-time training – either to learn how to better use a CRM capability (like next- best action)


or how to improve discovery calls – all of it adds up. The days of once-a-year training should be long gone. Instead, sales leaders should view training as an investment in sellers to help drive down unproductive time while at the same time increasing quota attainment.”


TIFFANI BOVA GLOBAL CUSTOMER GROWTH AND INNOVATION EVANGELIST SALESFORCE


analysis and strong sales management relationships will uncover – reactively or proactively – where training


facilitation is required. With joint accountability, these end-to-end initiatives are a force multiplier in sales strategy, coaching, and execution.”


SHEEVAUN THATCHER VP LEARNING AND ENABLEMENT RINGCENTRAL


“Open lines of communication between sales, sales leadership, and sales enablement trigger training. My team understands the revenue targets of our sales organization and looks for opportunities in our daily interactions to help sellers ramp faster, boost product knowledge, and anticipate client needs. Our trainings incorporate sellers who exemplify what good looks like – sharing their own best practices. It’s great to now meet new hires who mention that they wanted to join Datasite because


someone they know here


has sold them on our onboarding and training program.”


LINDSAY WEST MANAGER SALES ENABLEMENT AND TRAINING – AMERICAS


How does sales enablement influence and impact revenue as part of the collaborative sales ecosystem?


“Because we don’t carry a bag or close sales, I don’t believe that enablement drives revenue. We as enablement practitioners influence and impact sales as part of the collaborative sales ecosystem along with a number of other internal and external lines of business. We should be seen as partners – never as sales support, scribes, or door mats. Our value lies in listening more than talking to ensure that we never give sales what we think they need.”


RODERICK JEFFERSON CEO, RODERICK JEFFERSON & ASSOCIATES


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