In this video quick answer, Tom Andrews, explains why sales enablement will be vital for optimizing remote sales teams. Check out this 1-minute video, or read the full transcript below.
I think we’re going to see a boom in sales enablement. Right now I’m hiring multiple sales enablement managers into my team because we can really start to see that for every new tool I buy, we need to be constantly training reps.
That means managing their knowledge, managing their access to information, and managing feedback cycles as well. We need to get on the ground information about what’s frustrating to use about these tools and continuously optimize them.
A lot of companies create a tool, they have a rollout process, they might, send out a Google doc and they’re done. It needs to become a continuous cycle. So, I’ve seen a lot of trends towards the sales operations team moving to these project management tools like the Atlassian Suite.
I’ve also seen a lot of companies moving towards products like Quip, which blend document management with project management. But I do think aside from the relatively short amount of technologies that bring a lot of that together, like Guru, we are going to see a boom in that space.
A lot of companies add a tool, they have a rollout process, they might, send out a Google doc and they’re done. But, training needs to become a continuous cycle.
Tom Andrews, Sales Strategy & Ops Lead at Builder.ai
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