Training But Not Enabling, What’s the Sales Difference?

September 15, 2014

Pop quiz! Who is training and who is enabling?

Scenario: Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy.

Both were asked how they enable their sales guys to be successful. Here were their responses:

Edward “We have training, ongoing coaching and resources to help the team. Whenever something is rolled out, we start with a training event. Following that is individualized coaching. The approach is about having one message per person. We’ve also invested in mobile tools. It’s all about getting them the right information at the right time.”

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