The growing popularity of sales enablement has led many organizations to start new enablement initiatives. Sales coaching and rep onboarding is where many of those initiatives begin. However, Sales leaders frequently claim to be in favor of coaching but fail to foster a culture and create an infrastructure that supports it. First-line sales managers, if they coach at all, often wait for annual performance reviews to provide coaching. Sales operations and sales enablement organizations struggle to define a coaching process that consistently provides easily accessible and relevant coaching data.
Monday Sept. 25, 2017
12 – 1 pm ET
Research Director, SiriusDecisions
Peter works with sales leaders to improve rep productivity through enablement strategies. His approach includes identifying and sharing best practices and providing advice and consultation through data-driven research, advisory services, webcasts, in-person forums and workshops, consulting, and e-learning.