Selling has grown increasingly complex and difficult. Research shows that over the past 5 years win rates have fallen and no-decision rates have grown.   Complete the form at right to download this article and learn the 3 questions that every sales leader must ask to make the best go/no-go decision.

CSO Insights’ 2017 Sales Manager Enablement Report compared the win rates on forecasted sales opportunities between companies with a formalized approach to coaching—meaning there is a standard approach used by all sales managers—to those companies where coaching strategies were entirely left up to the manager or done informally. Their findings provide proof as to why a sales coaching initiative at your company is so important: companies who had adopted a formal approach to sales coaching achieved a win-rate on forecasted deals that was 19% higher. In short, developing a strong sales coaching culture offers a great ROI. And great leverage: Each sales manager trained is then empowered to improve the win rates of every sales rep on their team. Here are seven keys that will move you in that direction.

Download this eBrief to find out how to streamline sales content management to a digital approach that solves content challenges—for sellers AND buyers.