Dear Sales Enablement, Here's How to Gain My Support and Collaboration. Sincerely, Sales Management (TU408)
Speaker: Kate Fitzgerald
Salesforce defines sales enablement as the process of investing in improved sales execution. So, if sales enablement provides the process to improve sales execution, which sales management wants, why is there such a divide between the two? The problem often starts with different incentives between sales enablement and sales management, lack of understanding of the role sales managers plays in reinforcing development initiatives, and the need for sales managers to change the mindset of managing sales reps into one of coaching a high-performance sales team. In this session, you'll learn about what sales managers need from sales enablement professionals.
