Every founder anticipates the moment when their business must scale because rapid growth demands it. But growing a business is as challenging as it is exhilarating.
That’s because it’s difficult to hire, train, and enable a sales force capable of sustained growth. Only 16% of sales leaders are confident that they have the talent they need to succeed in the future. Research conducted by Xerox showed that 87% of the new knowledge learned in sales training is lost within 12 weeks. And once they’re trained, up to 1/3 of a sales professional’s time is spent looking for or creating content to share with prospects.
Though harrowing, these numbers reveal an opportunity for operational changes that can optimize the sales process from onboarding to content. The solution I’m referring to is sales enablement.