Like any type of performance improvement effort, sales enablement focuses on using a few basic levers, such as technology, process, information, and culture. But solutions that focus on these levers typically offer a one-size-fits-all approach. The problem with this approach is that information is not contextually integrated into the workflow, says Glen Lally, vice president of global sales solutions for SAP.
Glen is facilitating the upcoming event, ATD LearnNow: Just-in-Time Sales Enablement. He says it’s more important for those in sales enablement, whether they come from marketing or L&D, is to answer the question: How do you personalize solutions at scale for every sales rep to help them move their opportunities along and close the sale.
This is easier said than done, though, because more questions remain. For instance, what role does technology play? How do you build a strategy around transforming performance through personalized enablement? How do you measure just-in-time efforts that are embedded in workflow?
If you want to find answers to some of these questions and learn how to apply just-in-time sales enablement at your organization, you should join Glen December 7-8, 2017, in San Francisco for the hands-on workshop, ATD LearnNow: Just-in-Time Sales Enablement.
In the meantime, check out our webcast with Glen to explore a few insights about modern sales enablement.
