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The Gartner Sales Podcast
Measuring the Impact of Sales Enablement
Aug 30, 2024
Shayne Jackson, an expert from Gartner specializing in enablement and talent management, discusses the challenges sales enablement leaders face in proving their influence on performance. He emphasizes the dangers of 'random acts of enablement' and advocates for a strategic learning approach that aligns with sales goals. The conversation highlights the importance of collaboration among stakeholders and how to effectively drive behavioral change in sales teams to enhance productivity. Shayne also suggests innovative ways to measure the impact of sales training on outcomes.
19:17
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Quick takeaways
- Sales enablement must shift from random acts to strategic initiatives to effectively enhance seller productivity and impact performance.
- Measuring impact should focus on driving behavior change through specific sales goals and engaging stakeholders in collaborative enablement efforts.
Deep dives
The Role of Sales Enablement in Adapting to Change
Sales enablement is crucial in helping sellers adapt to evolving customer needs and expectations, with a significant percentage of sales leaders acknowledging this struggle. Effective enablement drives behavior change and enhances productivity, addressing the challenges faced by sales teams in a dynamic market. However, even with its importance, enablement teams often find it difficult to demonstrate their impact on sales performance and productivity. The conversation emphasizes the necessity for strategic discussions between enablement teams and sales leaders to align on goals and ensure that enablement efforts support broader sales strategies.
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