How can you drive excellence through sales enablement? We recently spoke with Bill Quinn, Chief Operating Officer at Broadridge Financial Solutions, to answer this question. Watch as we discuss how to drive execution of your sales strategy through sales enablement.

 

We’ll first discuss the objectives of the sales enablement team. Bill will explain his three centers of excellence within his sales strategy and operations: the day-to-day process, sales reporting and analytics, and sales learning and development. He will then explain where sales enablement should live in the organization, and who should own it.

 

Bill will also discuss sales enablement content. How is it created? How is it used? He’ll cover topics such as sales playbooks, and the technology needed to execute his sales enablement strategy. And he’ll explain what to measure to determine your success.

 

Too often sales organizations have a bunch of tactics that masquerade as a strategy. This causes all kinds of execution issues, and sales enablement becomes fractured across the organization. To combat this, watch as Bill discusses how to drive excellence in sales enablement. He will present insights that can be implemented immediately in order to increase revenue per sales head.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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