SAVO Says: Narrow the Gap between Efforts & Success

sales enablement

Image via freedigitalphotos.net / bplanet

Last week on the SAVO blog, Sales 2.0 Conference speaker Diane Gillespie responded to the “are salespeople lazy?” question from our Speakers Dinner in Boston. Here’s an excerpt from her excellent post and a link below to read the full thing. (The phrase in boldface is our doing — let’s hear it for narrowing the gap between efforts and success!)

I think it’s a little unfair to call sales people lazy. Sales people are, by nature, opportunistic. In the same way hunters know to follow game trails; sales people have an instinct for right place/right time moments. They tend to gravitate towards people and tools that will help them meet and exceed quota. Sometimes leveraging resources can appear as if the sales person is putting too much responsibility on marketing, sales engineers or a customer success team, etc.

Which brings me to my point – technology. A plow, a bow, or the military-grade underwater radar your uncle installs on his fishing boat, all of these innovations were developed to narrow the gap between our efforts and success. Sales Enablement is the innovative tools and processes that are crucial to bridging the gap between sales and greater revenue. Between sales and success.

- Read more: “Your Sales Team — Lazy or Resourceful?

About Lisa

Editorial Director at SellingPower.com.
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