There is a market correction coming that will impact most Enablement leaders. This represents the most significant opportunity in this space for those that understand and can apply "Sales Enablement 3.0" (as coined and defined by Roderick Jeffersons' book of the same name).
Anthony discusses how jobs are changing and evolving and how different skills have been accelerated and demanded.
He also suggests that data should be far more useable and accessible so that trends from the past labour market can point us toward predictions for future data.
Today, sales reps spend only 23% of their time on core sales activities and direct engagement with buyers. They spend an increasing amount of time on administrative chores like entering data into a growing number of disconnected sales tools.
Sales coaching is key for revenue organizations to continue to hit quota quarter after quarter but, unfortunately, teams continue to consistently miss their numbers. It’s true that there is no magic one-size-fits-all coaching approach that works for every team. But there are commonalities in why some sales coaching programs fail.
Learn what pitfalls to avoid when evaluating your existing sales coaching approach or when starting a more formal process for the first time.
A 2021 study by Gartner found that 88% of CSOs have already invested in, or are considering investing in AI tools and technologies for their sales teams. If your team isn’t already using AI tools, they risk being left behind. Your competitors are already using AI to optimize their processes, work more efficiently, and equip their reps with more information ahead of any sales interaction.