Ramblings, Snippets of Wisdom and Other Bits & Bobs...
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Richardson Sales Performance, a global leader in sales training and performance improvement, has announced its acquisition of e4enable.
Read more about this exciting development
Last Christmas, we revealed the competencies behind Santa’s success. But as we approach another festive period, we’ve been wondering - has Santa kept his competencies up to date to tackle the ever changing demands of a modern Christmas?
When Gartner speaks, people listen...and this time, it has released a new mandate to tackle what it considers to be the 3 distinct gaps holding Enablement back.
So what are the gaps they have identified and how are they tackling them?
We had the honour recently or sponsoring and attending a gathering of some of New York’s finest Enablement and Rev Ops professionals - what a lovely bunch! When registering, they were asked about the top three challenges they were facing in enabling reps - we’re big believers in a problem shared being a problem halved so let’s take a look at the results:
Read the highlights from our latest roundtable where Enablement professionals share their challenges and priorities for the coming year.
Revenue enablement has often felt like a constant juggle, hasn’t it? We've been used to hustling, reacting to every sales request as it comes, and handling urgent needs on the fly. But let's face it, things are changing.
There is no doubt that the job of a CRO is tough - but you already know that!
Aligning multiple teams towards a shared goal, achieving revenue targets and creating a path to predictable. long term growth can sometimes feel like herding cats… on roller skates…..in the dark….
GTM Buddy, the just-in-time revenue enablement platform, has launched its integration with a leading revenue competency intelligence platform, e4enable.
Forrester…Gartner…e4enable 😜 - these are just some of the voices singing the praises of a competency framework to underpin a successful revenue team. If that wasn’t reason enough to create one, we thought we would take a look at the ten amazing ways that they can support your business
We’ve been fortunate to be joined by a number of great Enablement leaders at our recent roundtables. Their insight into challenges and priorities has been insightful - here we share some of that insight.
There’s a lot been happening in the world of revenue enablement over the last 18 months and we at e4enable have been working hard to support our customers and prospects at the same time listening to the wider market to see how we can help. Here are our observations…
It won’t be news to you that buyer behaviour has changed. They are conducting more of their own research than ever before and there are more stakeholders involved in the journey. This raises the question, are your reps equipped with the right skills, behaviours and knowledge to work with this new buyer behaviour?
We don’t know about the race for life but in sales, as with many things, it’s all about balance. Confidence without the skills to back it up is a recipe for disaster! However, in Enablement we spend a lot of time addressing skills gaps but how often do we pay attention to how confident our reps are in using their new found skills?
Given that both Gartner and Forrester have highlighted the importance of focusing on sales competencies for “best of breed sales teams” and organisations are only just catching up to that, what about focusing on the competencies that underpin success across the other revenue focused teams? In this blog we explore Customer Success…
From sales enablement to revenue enablement - what’s in the name change and what impact will it have?
Both Gartner and Forrester have talked about how important it is for enablement functions to be able to measure their business impact however for a role that is used to having a lot of responsibility but very little power, it can be hard to be seen as a strategy-maker rather than a strategy-taker and get buy-in from key stakeholders.
Sales rep scorecards or performance scorecards have been around since the dawn of sales time. They enable a Manager / team or individual to track where they are against key performance indicators. But what should we be aiming for to support modern sales teams today? What’s the ideal rep scorecard?
For International Women’s Day we asked our CEO, Kate Lewis about what today means to her.
In a recent poll of sales leaders and enablement professionals we asked “Do you know what attributes set your top performers apart from the rest?”. A staggering 45% had no defined or visible insight into this - based on the recent SalesForce news, Marc Benioff is also in this camp! So what can be done about it?
Following the growth and success of the sales enablement movement over the last 3 years, a reckoning has happened over the last 6 months where enablement has been caught in the boom bust cycle of rapid hiring followed by the great layoff. It’s been sad to see so many talented sales enablement folks be caught in this. But what can we learn from it.
Gartner has predicated that “Sales enablement budgets will increase by 50% within the next five years as a way to address shifting buyer preferences, boost seller effectiveness and drive revenue growth.”
That’s all well and good but how do Sales Enablement ensure that they are not in the same position as today - Budgets invested but the intended gains failed to be measured or realised by sales?
Like many businesses in the current economic climate, Salesforce has been shining a spotlight on the productivity of its sales team, after the company’s COO revealed that 96% of its annual contract revenue was achieved by just 50% of its sales account executives. What can be done about this and had they analysed the competencies that were driving their best performers?
Like those of us in sales, Santa needs to be at his peak performance, especially at this time of year. His job literally depends on it.
But, contrary to popular opinion, Santa doesn’t sleep all year and expect to pull it out of the bag (pun intended) at the last minute. No, he practices and hones his skills all year round to guarantee performance when it counts.
Highlights from our webinar looking at Sales Enablement measurement
To avoid another Groundhog Day SKO, follow e4enable’s top 10 tips to drive real value from your SKO.
The lack of consistency in scoring from the Strictly Come Dancing judges has got people talking. What they lesson could they learn from sales to achieve more consistency?
The London marathon is once again upon us.
In our latest blog we explore the similarities between successfully running a marathon and what it takes to be successful in Sales.
Given the pressures that every sales team is under right now, I think we can all agree that this sales efficiency has become even more important. In this blog, we’ll explore how you can use it and impact your results.
Forrester have released their new Planning Guide 2023: Sales Enablement. In it they talk about their top recommendations for 2023.
We are delighted to see that their first recommendation is to get yourself a sales competency framework in place.
Knowing where and when to coach is often the biggest thing holding front line managers back from coaching their teams on a regular basis.
It can feel like either groundhog day or a game of whack-a-mole which little or no guidance or direction to a) know where to focus and b) know if its working or not.
That’s where data comes in and this blog is going to tool you up for having rich coaching conversations, fueled by data.