Sales Enablement Report

2015 Enterprise Sales Enablement Research by Neal MurphyThis 21-page report is published in an easy-to-read format that is of full charts and visual summaries of our research in enterprise software and Saas. Over 70 high-tech companies are included in the report based upon the Sales Enablement positions they created and filled during the past year.

 

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2015 Sales Enablement Report

Sales Training: Whose Job Is It?

Enterprise Sales Coaching

“Most managers seem to feel that training employees is a job that should be left to others.  I, on the other hand, strongly believe that the manager should do it himself.”
Andy Grove, former CEO of Intel

 

In the high-tech industry, ownership of sales training by sales operations is on the decrease and the more specialized field of sales enablement is increasing. Ownership may be down, but involvement is well over 60% according to ESO Research. For too many sales organizations, sales training and enablement is ad hoc with no clear owner. We schedule the occasional Power Point presentation from product management and declare it “enablement” – which is a disservice to both the product manager and the sales team. This approach misses the mark on essential aspects of coaching sales people – situation and context.Continue Reading

Biggest Challenge in Sales Operations is still…

Lead Management | Sales OperationsIn a short interview this week, I was asked about major challenges and sales initiatives for sales operations. You can read the interview with Glider’s Elaina Ransford here.

The biggest challenge (and opportunity) has not changed much in 5 years. We’re still adjusting to the massive shift in how we Continue Reading

10 Summer Projects to Stay Ahead of the Power Curve

Sales Operations | Summer ProjectsThe dog days of summer bring both challenges and opportunities for the sales organization. Whether you are at the start or midway point of the fiscal year, July and August are a good time to assess the current situation and take advantage of the slower pace to set your company up for autumn success.

Summer vacations ensure that for the next 6 weeks, you won’t be able to assemble your full sales staff. Likewise, sales opportunities progress slowly because prospects face the same problem with approvals and decision-makers. Instead of accepting excuses for what can’t be done, be creative and find a way to get an edge. Continue Reading

+Neal Murphy +ESO