Summary
Driving down the cost of sales, while simultaneously boosting productivity, continues to be a top business priority and an objective that requires a new way to support and evaluate the sales system. Executive management lacks the visibility into the cause-and-effect relationships between sales support investments and their impact on productivity. To help address this issue, technology sales enablement professionals should begin driving coordination across the various groups that supply the sales force with resources and streamline these deliverables into measurable programs that will improve the business.
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