From the course: Starting a Career in Sales Enablement
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Skills application and practice of sales enablement
From the course: Starting a Career in Sales Enablement
Skills application and practice of sales enablement
- Your stakeholders might be satisfied by this point if you've increased the average sales performance, but I don't think you should be. You see, when sales gets more complex, the differences between people are magnified. A very simple sales cycle that requires little to no consultation does not need a great deal of skill, so you can expect a reasonably consistent performance across your sellers. Increase the difficulty and your smartest and most conscientious sellers will fly with or without enablement, but others will be left far behind. Skills practice is a critical tool for both increasing average, but reducing the deviation in sales performance. In this video, we'll explore when and how to incorporate interactivity into your enablement practice. I strongly advise you to embrace regular skill practices for the most challenging behaviors. This ensures that sellers have ample opportunities to refine their techniques and build confidence. However, relying solely on a top-down…
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