Magazine article Talent Development

Giving Sales Training a Seat at the Table

Magazine article Talent Development

Giving Sales Training a Seat at the Table

Article excerpt

How do salespeople become better at what they do? Usually there are professionals--sales trainers, sales coaches, or sales leaders--whose jobs it is to create better sales team members. They are called sales enablers.

Sales enablement can mean many things to many people. And while the definition might vary, the objective is the same--to help sales teams sell better and, thus, meet organizational objectives. As ASTD's State of Sales Training research report reveals, "Sales training functions become more effective when sales training strategies, learning content, and delivery are fully integrated into a firm's wider base of learning and development activities."

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Yet sales training and enablement continue to struggle to get the organizational recognition and resources needed to make that link, get a "seat at the table," and be heard and valued by corporate executives. This is a detriment to organizations' bottom lines and long-term success. ASTD established the Sales Enablement Community of Practice to meet that need.

The Sales Enablement Community of Practice exists to provide relevant content and resources to help support the professionals who work every day to meet organizational objectives by ensuring that sales teams function to their greatest potential. With the right tools and knowledge, sales enablement practitioners can overcome the challenges they face. From case studies to benchmarking, to networking opportunities, this community is designed to offer sales professionals a unique place to learn from and collaborate with peers who are facing similar challenges. …

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