4 Secrets to Cracking the Sales Enablement Code

There are lots of terms that get tossed around in sales forces, and many of those have very vague meanings. For example, ‘sales process’ and ‘coaching’ are two of the biggest offenders. Another term that we frequently hear used in various ways is ‘sales enablement. Sometimes this is a code word for a sales operations…

What is Sales Enablement? [INFOGRAPHIC]

Sales enablement is a term that gets a lot of use, but I’m not certain it’s been viewed with a lot of rigor. Our research at Vantage Point Performance revealed a simple way to think about it – as a collection of activities intended to enable better sales execution. And we start doing this by…

3 Ways to Boost Sales Effectiveness with Geolocation

Businesses are constantly seeking ways to optimize the sales process, whether it’s through new software, more efficient workflows, or better analytics. One of the latest, widely-discussed innovations is geolocation. If you keep up with business technology trends, you’ve likely heard of geolocation, but few people truly understand what it means. Even fewer are using it…

Incentives: The Fool’s Gold of Sales Management

As I was reading through a pile of sales magazines recently, it struck me how much emphasis is placed on motivating salespeople. In one popular magazine, over 25% of the content and 40% of the advertisements were dedicated to motivational strategies and incentive programs. From gift certificates to cruises, it appears that increased sales performance…

The 2 Enemies of Better Sales Management

Front-line sales managers have a difficult job. In fact, I think they have the hardest job in any sales organization. Unfortunately, they’re also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually…

Sales Enablement: What Is It? [INFOGRAPHIC]

There are lots of terms that get tossed around in sales forces, and many of those have very vague meanings. For example, ‘sales process’ and ‘coaching’ are two of the biggest offenders. Another term that we frequently hear used in various ways is ‘sales enablement.’ Sometimes this is a code word for a sales operations…