For your sales enablement practice, you want to improve your sales productivity (your sales force's ability to generate profitable revenue) . Achieving this goal first requires a strong foundation of the concepts of sales enablement and sales effectiveness. This post lays out that foundation which fuels the mashup of sales enablement and sales effectiveness. I’ve always liked the Socrates quote, “The beginning of wisdom is the definition of terms.” Remarkably, we have relatively few common definitions in the sales profession. So, for purposes of alignment and...

Great coaching makes a world of difference. Coaching is one of the quickest and most effective ways to advance the success of an organization. Yet it remains underused and misunderstood, and the term is often used synonymously with corrective counseling, encouragement, or the many helpful tactics in between.In Coaching Basics you’ll discover a precise coaching framework along with insights from 40 experienced coaches, including Barry Goldberg and Marshall Goldsmith. This refreshed edition also hones in on what it takes to build influencing skills and introduces...

Photo Credit: Fotolia There is no greater thing that you can tell someone [than], "I believe in you, you're good, I'm there for you." —Coach Krzyzewski, from Time Magazine's America's Best 2001 What do extremely good coaches do? They energize, ask, listen, invite, and equip others to develop themselves and achieve their personal and professional best. How does it work? Coaching is all about building and sustaining high-quality links. Specifically, the coach energizes the relationship. At the same time, the coachee empowers it. As a result, the link re-energizes...