How many times have your whole team been sent on the same training course regardless of your individual strengths and weaknesses?
A big hurdle facing sales managers is identifying where individuals need extra support. Many managers simply use the shape of the funnel or the latest sales figures to categorise people, but this only identifies the outcome of their activities, not how well they perform.
Front line sales enablement tools can identify how individuals work during sales meetings or calls, highlighting strengths and weaknesses specific to customer verticals, products, the role of the customer in the meeting and more.
Oversight at this level of granularity is essential to enhance the strengths of a team and work to address the weakest areas.