This citation comes from a great Quotable article from Medidata Solution’s VP of Global Sales Enablement, and formerly the visionary behind software giant, Salesforce.com’s global sales leader onboarding programs…
The costs of sales manager training adds about 20% to the costs of sales training, but produces a 59% (59:1) ROI for organizations.
— Wilson Learning
Beth suggests taking a leader’s first approach to enablement is a key strategy companies should prioritize to maximize their management layer. Getting leaders onboard with programs and initiatives that will be rolled-out to first line sales will increase the likelihood of success.