Marlin Equity Partners (“Marlin”) is pleased to announce that it has acquired the CEB Challenger and Effortless Experience Solutions Business (“Challenger” or the “Company”) from Gartner, Inc. (NYSE: IT).
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Topic: Sales
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Sales enablement has become a popular topic and booming sub-industry of sales and training. Like any popular topic, it can be easily misunderstood and poorly implemented.
Many businesses struggle with the idea of employee engagement, questioning if engagement really affects their revenue. Measuring customer service can help answer that question. Here’s why.
As with any strategic program or initiative, it’s important to measure sales enablement to understand the impact it’s making and make improvements as needed.
There is one key component to sales enablement, without which any tool or process, no matter how well-designed, will likely not lead success. That component is effective sales management.
Sales training is both a sizable expense and one of the best ways to improve the performance of your sales team. Therefore, great care and due diligence is needed in selecting the training vendor. What shape should that care and diligence take?
Train your sales team to source new selling opportunities, or “white space,” within existing accounts.
Every year, companies spend millions of dollars training their sales teams. In most cases, sales training doesn’t have the desired effect of increasing sales or increasing the team’s skills.
If sales associates are more knowledgeable about their products, they will sell more of their products rather than their competitors’. And, if the manufacturer provides sellers with tools that make selling easier, it can build brand loyalty and affinity.
Enablement through technology platforms and training is just the starting point for building a high-impact sales enablement system. A more complete approach includes ongoing learning and development to ensure mastery and comprehensive knowledge.