As we wrap up 2016 with holiday parties and celebrations, sales teams will take a look back on the year that was – big deals that were won and lost opportunities that still haunt them. When 2017 begins, sales will be looking for ways to start off the new year with a bang.
Since the start of a new year is a time for resolutions, check out this list of our favorite quotes of 2016 from thought leaders across the sales readiness and enablement space to inspire your strategies for the coming year.
"Today, the salesperson isn’t the sole conduit of information to the firms. If the buyer has a poor experience with a seller, they’ll simply move onto the next channel." -Mary Shea, Principal Analyst, Forrester Research
“You can’t look at enablement as a ‘one and done’ event. With channel sales enablement, you need to be there continually. Yes, you want to be there in the beginning to onboard them, and help them get started, but then you need to be there constantly top of mind, so you’re providing enablement that your competitors aren't." - Jim Ninivaggi
“Poorly developed frontline sales managers drive top performers out of the organization and promote mediocre performance from those who remain. This is something sales leaders with ambitious growth and performance goals simply cannot afford.” - Tamara Schenk, Research Director, CSO Insights
"Sales Training IS a Change Management project. If you don’t acknowledge that, you will never get the best possible results from your sales training investment.” -Mike Kunkle, Senior Director, Sales Readiness Consulting, Brainshark
"Sales coaching is about helping, supporting, monitoring, and facilitating. It’s not about telling salespeople what to do." - Norman Behar, CEO, Sales Readiness Group
“’How’ is not about style, but is about substance: how you follow up sales leads, how you ask the questions that define the customer’s requirements, how responsive you are to customer requests, how quickly and completely you provide information and answers to your prospects.” -Andy Paul, Author & Founder, Zero-Time Selling
“Knowing how to coach is one thing – actually doing it is another. If your organization does not have a culture of accountability around sales coaching, coaching will be inconsistent in quantity and quality.” - Heather Cole, Research Director, Sales Enablement Strategies, SiriusDecisions
“The more time you spend one-on-one with a rep, or small rep team, asking about real situations, the sooner they will be able to transfer what they heard in any training or learning session into their actual world.” - Lori Richardson, Founder & CEO, Score More Sales
For more on sales readiness strategies for 2017, check out: