Why The Sales Force Is So Misunderstood

Each month, Forrester analysts describe recent sales enablement trends, relate customer experiences, present best practices, and answer participants' questions.

Do any of these comments sound familiar?

"We survey our salespeople for what they want, but when we give it to them, we're told the tools are not what they are looking for."

"Why are some salespeople more effective than others?"

"We've distilled everything for sales down into one-pagers, and they still are not using our assets."

"We've trained sales on the right skills, but they keep reverting back to old behaviors."

Most Technology Sales Enablement professionals don't sufficiently understand the dynamics of the sales force they're looking to support and subsequently develop programs that have major uphill battles in order to gain adoption and produce a solid return on investment.

By popular request, our October teleconference examines the major reasons behind why the sales force is so misunderstood and provides some techniques to get the information you need to better support them. Scott Santucci and Brian Lambert lead a very interactive, lively, and information-packed session that sheds light on these challenges and presents some new and innovative concepts that you can begin implementing right away.

Agenda:

• Why are salespeople overloaded? How are you contributing to it?
• Should you focus on improving average rep performance over top performers?
• How do you get salespeople out of their comfort zone?
• What information do salespeople really need?
• Why don't salespeople use the resources they say they need?
• What role do sales managers play in driving adoption?
• Are there different patterns of salespeople?
• Why should you field test programs before rolling them out?
• Does "less is more" mean reducing the size of documents?