Charles Darwin said it’s not the strongest or smartest species that survives, but rather the species that’s the most adaptable to change.
Chuck might as well have been talking about sales enablement. Sales reps’ tactics often need to change to meet the required revenue goals set by leadership. And no matter how clever you think your programs are, leadership won’t care if they don’t get you closer to your revenue goals. And the only way you’re going to do that is to change seller behaviour.