The 2021 State of Sales Training examines the formal training organizations provide for salespeople. Based on a survey of sales enablement, sales leadership, and talent development professionals, the report provides data that will aid readers in benchmarking their own organizations sales training expenditures and activities against those of other organizations.

ATDs Sales Onboarding: Launching Productivity report examines how organizations operate onboarding programs tailored specifically to salespeople, separate from general organizational onboarding. The report explores the top benefits of sales onboarding, the top barriers to conducting it effectively, and reasons why organizations choose not to offer sales onboarding.

For your sales enablement practice, you want to improve your sales productivity (your sales forces ability to generate profitable revenue) . Achieving this goal first requires a strong foundation of the concepts of sales enablement and sales effectiveness.

However, sales enablement practitioners also recognize that if they cant package up that knowledge and use it to influence the business, then they risk being viewed by the C-Suite as a more transactional support function. Conversely, if they are able to harness this information and articulate it against the backdrop of the business strategy, they stand to elevate the status of sales enablement within their companies.

During the past seven years, the transportation and shipping industry was either in the middle of market commoditization or at the very end. But in late 2011, Maersk Line placed a big emphasis on a price leader differentiation strategy. We wanted to position ourselves as the Mercedes-Benz or the Singapore Airlines of shipping. At the core of the differentiation strategy was the need for our salespeople to start selling value and...