Category: Blog
Sales Talent Management and Skill Development are Vital to an Effective Sales Transformation

As we dive deeper into sales transformation, we will focus on the importance of sales talent management. We have a great series on the core of talent management and why it is so important, which can be found HERE. So, we will instead focus on the value of talent management as a part of a sales transformation initiative and how to overcome some of the barriers that organizations often face.

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Clear and Understandable Sales Force Strategy is Element 3 to Effective Sales Transformation

In this part of our series on 6 Key Elements to Effective Sales Transformation, we focus on sales force strategy. Over the past year, I have had the opportunity to speak with hundreds of CEO’s, CMO’s, Business Unit Leaders, Chief Sales Officers, Strategy Leaders and other executives. One of my favorite questions to ask them is: What is your sales force strategy? The reason that I love this question so much is that how a person answers it reveals a tremendous amount about the lens through which they view their business and the world.

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Customer-Centric Sales Enablement is Critical Element 2 to Effective Sales Transformation

Welcome back to our series on ‘6 Key Elements to Effective Sales Transformation’.  Today, we will focus on sales enablement. Close your eyes and think back to 10 years ago. Do you remember the term “sales enablement”? Do you remember a department at your company called “The Sales Enablement Department”? Those of you that do remember were either pioneers in the sales enablement phenomenon or are remembering incorrectly!

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