Forrester

Why Read This Report

Many top-down strategic initiatives don’t take into account the intricacy of sales force adoption and execution in the trenches. This gap, exacerbated by the common lack of empathy for or understanding of the dynamics of the sales force, causes many sales enablement professionals to develop programs that face major uphill battles in gaining sales’ acceptance and producing a return on investment. This presentation, played back here in an easy-to-peruse, interactive format, gives SE professionals insight into where these gaps and misconceptions come from while providing principles to better understand, and work with, the sales force.