In this 16-minute podcast, Crepeau and Wolber outline:
- Why there is a pressing need for sales enablement
- What industry trends are shaping B2B sales
- Common mistakes sales enablement leaders commit
- The key sales enablement initiatives at G5
Following on from the previous podcast, where Steve Crepeau and Mike Wolber discussed how G5 built a successful sales enablement team, they share their thoughts on why enablement is a must-have in every company.
In this episode, they also discuss what mistakes organizations commonly make when setting up their sales enablement team. “The biggest mistake is not having executive buy-in. Regardless of how large or small the sales team is, without the support of leadership, it is difficult to execute a sales enablement program,” explains Crepeau.
“The second mistake is not assigning a superstar performer to head sales enablement. I think sometimes you pick someone who seems convenient because you’re afraid of taking such a productive resource out of the field. And then you have the wrong person heading up sales enablement within your organization,” he adds.