Blog

It’s QBR season again. Normally this would mean getting all of your sales reps and sales leadership into one room for 8 hours (sometimes for more than one day) to recap the previous quarter and plan strategies for the next one.

But this year, things have been different. Due to COVID, many teams will be running virtual sales QBRs.

Sales QBRs don’t have a great reputation even at the best of times. They are not always known to make waves, and many leaders and SDRs often view them as an obligatory exercise that comes with the job, like the occasional dinner with your in-laws. This will make your virtual sales QBR all the more challenging.

It sometimes feels like sales enablement suffers from middle child syndrome. Leadership is quick to shower sales reps and marketing with attention, and forgets all about sales enablement.

But as a sales enablement manager, if you want your efforts to get noticed, you have to build a business case for yourself. And that means showing your efforts have had an influence on revenue.

This is part 1 of a 4 part series on CS onboarding & enablement. Stay tuned for part 2 next month!

How do you measure the effectiveness of your sales enablement program?

The COVID pandemic has validated what we already suspected:

Modern enterprise runs on video.

Streamlining internal communication for newly-remote teams, video conferencing solutions have gained widespread adoption. Long a weapon of choice for tech and SaaS sales teams, video solutions like Zoom are now being used by virtually every sales organization.