Info

The Razors Edge - Hosted by Barbara Giamanco

All things sales, marketing, service, technology and doing business in a digitally disrupted world.
RSS Feed
The Razors Edge - Hosted by Barbara Giamanco
2017
April
March
February
January


2016
December
November
October
September
August
July
January


2015
December
November
July
June
March
February


All Episodes
Archives
Now displaying: Page 1
Mar 12, 2017

 

 

Sales enablement as a discipline is growing although it still means different things to different people. In 2013, only 19% had such a program, function or initiative. And in 2016, 33% reported having an enablement program, initiative or function. But at the same time, quota attainment is decreasing (from 63% in 2012 down to 55.8% in 2016).

In a nutshell, only one-third of all enablement initiatives meet or exceed their expectations, but two-thirds are not. That’s a problem, and Tamara shared her views on why that is happening.

Enjoy the interview!

About Tamara:

Tamara Schenk is research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, and collaboration.

She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function. At T-Systems, a Deutsche Telekom company, she the global sales force enablement and transformation team.

0 Comments