The most important job for the sales leader is coaching and developing their people. Coaching and continuous learning is the one thing that connects high performing sales teams because sales requires constant practice for one to stay on top of their game. While you may have some individuals who are keen on learning and trying new things and always researching the latest and greatest ideas and best practices, the majority of your salespeople are not going to be this proactive. The majority of your people will need direction and guidance from their sales leader.
Sales enablement is the process of providing the sales (and recruiting) organization with the technology, tools, processes, methodologies, training, coaching, playbooks and analytics that help salespeople sell more effectively. The intention of sales enablement is to provide salespeople with what they need in order to consistently engage customers and candidates in productive sales conversations at each stage of the sales process. But regardless of how effective your sales enablement program is, there is one element that FAR OUTWEIGHS all others and determines success or failure, and that is the sales manager.
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