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So, we have reached the midway point in 2009... How are your sales people doing?
More importantly, what is your organization doing to support these people for every call or appointment they make? Sure, marketing is continuing to make traditional formal content, white papers, presentations, playbooks, etc. But does that matter if your sales reps don't know how to use them, or even worse can't even find them? Further, is this all that your reps really need?
As we say at SAVO, it is not a content problem you need to solve - it is a conversation problem. You can throw all of the content in the world at your reps, but that won't make them better sales people. Your sales people need more than just content. They need to be tapped into the entire Collective Genius of your organization.
Of course they do need access to formal content, but it has to be the best formal content. They also need access to your subject matter experts and they need to be tapped into the knowledge of the "tribe" - their peers across the sales organization.
It is this final piece, the Tribal Knowledge that can help turn your average sales rep into one of your "A" players. The best news is Tribal Knowledge is free and already exists in your organization.
To find out how to tap into the Tribal Knowledge stored within your organization read on to find out:
- How Tribal Knowledge can impact the credibility and fate of your front line sellers
- What are the successful components for Sales Enablement
- How you can use Tribal Knowledge to sell
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