THIS ?? ??
Coaching your reps ≠enabling your reps. Most sales leaders make this crucial mistake. They invest thousands of dollars on tools, training courses & materials - in hopes to “enable†their reps to success. ..but then spend ZERO time & effort, to ensure that the reps absorb the training & apply it effectively in their role. So instead of seeing skill development in their reps, & increased pipeline as a result - Leaders find themselves stuck in the SAME position, but now with less time & resources to solve for it. And who get’s the blame? The sales rep - for not bringing back results. And sales enablement - for not “doing their jobâ€. All because of a coaching problem. Instead, if we want to develop world-class sales reps, who can consistently bring back results - Not only should we provide them with the right training & resources on the front end. But we should also take proper steps, to reinforce the training on the back end. ?? Share this with your favorite sales enablement leader!