What Do You Say When the CEO Asks "What Do I Get For My Investment in Sales Enablement?"

Sales_crystal_ball When your CEO asks, "Why haven't we realized the sales performance boosts we expected when we (insert investment of your choice)

...implemented our SFA system?
...trained our sales organization?
...launched our sales portal?"

How will you respond?

If you (and the CEO) thought that investment was "the answer" to improving sales performance, we have some bad news. There is no such thing as a sales effectiveness silver bullet.

While, there are many different types of organizations that claim they can help you improve your sales productivity, few of these solutions can offer measurable gains in productivity on their own. For example:

•CRM vendors argue that implementing their software will help you drive more business by providing better structure to the sales process and improving the accuracy of your forecasting.
•Sales training firms suggest that you can improve your sales fundamentals by teaching a common sales methodology and best practices.
•Market intelligence firms claim that better and more up-to-date information about market trends and your competitors' actions will do the trick.

However, companies that have implemented these solutions report that they are not realizing the desired impact of these investments.

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