First line leaders just don’t have the time and enablement teams have to take a “one to many” approach across the entire org.

Not to mention that neither sales leaders nor enablement teams live the actual day-to-day of a seller and only in the best case scenarios were they even recently in the seat of the seller.

Put all that together and you have a recipe for disaster for sellers in the field, which makes it no surprise that quota attainment is less than 40% for sellers over the last year.

The biggest gap I see in sellers today is a lack of foundational, repeatable systems to put in place to ensure a consistent approach…which is key to success in any sales environment.

This manifests itself in a lack of understanding of how to approach their territories, how to go about account prioritization and stack ranking, how to research accounts and create relevant POV’s and hypotheses and how to deliver those in compelling messages and approaches that generate pipeline.

And once you have generated that pipeline, how do you qualify and convert pipeline while also multi-threading, building champions and consensus across the org and ultimately delivering it all in a way that gets deals across the finish line?