Collaborating With and Enabling Your Frontline Sales Managers

Effectively enabling your sales managers is vital to the success of your sales enablement program. Successful adoption of such programs requires sales manager support and involvement before you initiate your programs for reps. Sales managers are essential to this process and need a holistic view of sales enablement programs to provide reps effective support. In this webcast we’ll provide you with a sound framework to get sales management support for sales enablement programs—an essential practice that many organizations overlook entirely and one that others still fail to execute well. • Explore why sales manager support is critically important. Sales enablement supports the sales team to move buyers to a decision point. While individual sellers are primary customers, the sales managers are critical stakeholders as you seek to elevate their team’s performances. • Share the tactics we use internally to gain sales management buy-in (how we create value and effectively enable our sales managers, where our clients have success and areas they have challenges, how to effectively incorporate a sales manager framework within your organization). • Discuss why managing change can be a hidden challenge. If you create the best sales enablement program in the world, yet no one uses it, does it help your business? As humans, we are mostly risk-averse and will not embrace change unless we must do so. Your sales manager’s support is a critical lever many overlook to incentivize the new behaviors sales enablement is trying to bring into reality.

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