Enablement & Operations

The Holy Grail of sales enablement is the seamless integration of the right methodology, efficient sales process, all enabled by Social Selling and CRM technology.

LinkedIn’s “State of Sales 2021: US & Canada Edition” dives into the changes that are challenging the world of sales. Based on survey data of more than 400 buyers and 400 sellers, analysis of LinkedIn platform data, and interviews with dozens of sales leaders.

In 2013, hundreds of thousands of people lost their livelihoods and with that went over 125 years of history – most of which was defined by amazing innovations and many memorable ‘Kodak moments’ for people and families all over the world. What a waste of opportunity, talent and fortune.

When salespeople are not producing results and what can be done to fix it.

How do you want to reach your sales goals next year? How do you need to adapt your 2019 plan for 2020?

Systems and processes, analytics, technology and automation are all key components of sales success, but behind all of those tools someone needs to drive them.

Running sales meetings is a core activity of every sales manager. Yet, based on these results, I say the vast majority of sales managers should immediately stop running them. Not only are they not adding value to their team, but they are also actively DEMOTIVATING them.

Selling is going to continue to evolve—maybe more than other areas of business. If you are not actively working on getting better, you are getting worse. Don’t let the limits of your perception be the limits of your results.

Determine what type of salesperson and/or approach you need first. The higher the complexity of what you are selling, the more skilful and knowledgeable your salespeople will need to be when it comes to customer engagement.

The ‘War For Talent’ is raging and we’re the combatants trying to defend our turf. Getting creative and human with your recruitment ad’ campaign is ‘mission-critical’ in 2020.