Sales Summit: Why Sales Enablement Fails to Boost Productivity (CEB)

How much of today's well-intended sales enablement actually enables seller productivity? The answer is both surprising and frustrating. Join Brent Adamson, Principal Advisor, CEB, now Gartner, as he shares the challenges and solutions to boosting sales productivity. From a rep's perspective, the very support designed to make selling easier, has, in fact, actually made it harder - a phenomenon especially frustrating to sales enablement executives bombarded nearly every day by front-line seller requests for better tools and more help because the resources they've been provided so far aren't really what we need. In a world where sales complexity means we can no longer leave reps to fend for themselves, find out why less is almost always more when it comes to building the kind of sales enablement that not only supports the sale, but supports the seller at the same time. As it turns out, overlooking the difference can crush productivity and really hurt your business.
Learn more at quotable.com/summit