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!
As sales leaders across industries close out the year and begin to look at next year, a theme that we continue to hear in the marketplace is that organizations are either considering, starting or in the midst of some form of sales transformation. As we covered in the introduction to the 6 Key Elements to Effective Sales Transformation series, a recent gathering of Sales Executives in Atlanta revealed some of the successes and challenges of effectively leading and managing a sales transformation. One of the executive panelists was kind enough to share what he views as the ‘Sales Ecosystem’ that must be adapted and effectively leveraged in order to drive organizational transformation. Today, we focus on sales force effectiveness.
Georgia State University and SOAR Performance Group hosted over 50 senior executives from companies like Georgia Pacific, IBM, Ricoh, AT&T, First Data, Worldpay, Equifax, Ericsson, NCR, SAP, Merrill Lynch and Randstad at the inaugural event for the Sales Leadership Community in Atlanta. Also represented were several emerging growth companies like Navicure, Aptean, Pros and Verint. The event was a tremendously successful forum for best practice sharing and executive networking for sales leaders within the greater Atlanta area. The event began with networking and ended with a panel discussion about how top sales executives lead through effective sales transformation.
In this final part of the series, we are going to cover the importance of removing barriers for successful execution and adapting the execution of your sales strategy to a changing business environment. In Part 1 and Part 2, we discuss insights and creating focus on next year’s sales strategy as well as cascading the strategy through the organization and connecting that strategy to compensation.