Скачать или смотреть Project Moneyball hosts Erik Claster of Viking Consulting

Project Moneyball hosts Erik Claster, Principle Consultant at Viking Consulting. In this short interview, Erik shares his perspective and insights on Sales Enablement, the role, the responsibilities, the impact on Sales, what success looks like and why most leaders fail to leverage this role to full effect.

Here's a sneak peak into our interview:

Sales Enablement is first of all a member of the team, it’s not just a gloried trainer of new employees.

This is someone who has to be part of your revenue team and treated as such. This is someone that you can gain from and leverage for the success of your sales organization.

Ask them challenging questions, don’t ask them just to build you a new dashboard or a better report or give us a status about whatever….Ask your Sales Enablement to give you a critical look at what is going on, ask them questions that are not YES or NO questions, ask them qualitative questions about your sales process and how it could be improved, and give them credit in that regard.

Let them answer difficult and intricate questions about why certain things are happening well or not, don't let them off easy in that regard.