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As quota attainment drops and revenue attainment eludes most sales organizations, World-Class companies have discovered a winning formula to reduce these ominous trends: developing sales managers through robust enablement initiatives that are more than just coaching.

CSO Insights, the research arm of Miller Heiman Group, just released its 2017 Sales Manager Enablement Report, “Sales Managers: Overwhelmed and Underdeveloped,” the first of its kind that links sales managers with effective enablement initiatives.