Sales Best Practices

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Thought-leading sales research, critical analysis and benchmarking

The MHI Research Institute is dedicated to improving the sales performance and productivity of complex, business-to-business sales organizations. Subscribe to gain customized insight and perspective into the best practices, strategies and decision frameworks of world-class sales organizations.

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The Customer-Core Foundation Method: Enabling a Better Sales Force Tamara Schenk, Research Director, MHI Research Institute The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.

To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.

Why you should attend - your main takeaways:

• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated - along the customer's journey.
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Mar 12 2015
39 mins
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