Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward in the same way. In this video, Professor Deva Rangarajan explains that the average business sale includes 6.8 people. Selling means understanding the different benefits that those different stakeholders want to realize. Customized training and tools to support sales are expensive, but are vital in shortening sales cycles.
At the high-end, and especially in call centre roles, there are AI tools that are tracking salespeople through their onboarding. Many B2B tech firms are far behind the state of the art.
I had the opportunity to talk through these topics with Professor Rangarajan one-on-one, back in 2011, at Vlerick Business School. Back then he was setting up a sales education centre for Vlerick, Belgium’s leading business school, and I was looking for a PhD supervisor. He’s repeating his success there at Ball State’s Center for Professional Selling.