SAP is a global software corporation with more than 90,000 employees worldwide. Sales coaching, defined as the ongoing process of engaging salespeople in coaching with the goal of improving sales performance, is crucial for the development of sales staff.

The organizations area directors regularly identify and meet with local business owners to discuss advertising their businesses in N2 Publishings products. With more than 900 publications across the nation, N2 Publishing has a large, dispersed sales force of area directors and sales directors working in 47 states throughout the United States.Being remote, area directors receive most of their training and support through phone calls with sales directors and field support representatives, who are available during business hours to answer questions and provide...

Kimberly-Clark Professional (KCP) develops products and solutions to help customers provide work environments that are healthier, safer and more productive. Billions of people around the world use social media, and KCP saw an opportunity for its sales team to use social media to connect and share information with customers and prospects.To train workers on effective social media tools and techniques that would increase sales and help the sales team close deals faster, KCPs digital marketing team developed a social selling initiative.

Sonic Automotives researchers then identified more than 24 pain points in the used car buyers experience that they could improve. These pain points included several issues with the sales process, with customers often thinking that they had to deal with too many people or spend too much time buying a car.Based on this information, the organization decided to launch three pre-owned car dealerships in Colorado by November 2014.

For your sales enablement practice, you want to improve your sales productivity (your sales forces ability to generate profitable revenue) . Achieving this goal first requires a strong foundation of the concepts of sales enablement and sales effectiveness.

However, sales enablement practitioners also recognize that if they cant package up that knowledge and use it to influence the business, then they risk being viewed by the C-Suite as a more transactional support function. Conversely, if they are able to harness this information and articulate it against the backdrop of the business strategy, they stand to elevate the status of sales enablement within their companies.