HomeResearch Articles First-Line Sales Managers: Building an Enablement Playbook

First-Line Sales Managers: Building an Enablement Playbook

  • The vast majority of sales enablement energy is expended at the rep level, with far less focus on defining and supporting the competencies required to make successful managers
  • Sales manager enablement is a logical and valuable next step for organizations that have established successful basics around the skills, knowledge and process competencies that have been defined and deployed to reps
  • By focusing on core manager activities, persona-specific competency maps and a big-picture enablement continuum of learning and development, sales enablement can effectively construct and execute on sales manager playbooks that align with the success of all parties involved
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