Decision Tool

Why The Sales Force Is So Misunderstood

Factors To Consider When Collecting The Voice Of The Sales Force

March 17th, 2011
Brian Lambert, null
Brian Lambert
Scott Santucci, null
Scott Santucci
With contributors:
Bradford Holmes , Daniel Feldman

Summary

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.

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