In case you missed it a few weeks ago, I wanted to share some pretty exciting news about one of our customers, Aspect. Nucleus Research recently announced the winners of their Nucleus Research Technology ROI Award, and Aspect was an award recipient for their SAVO implementation! Aspect was selected among 350 entries for the award, which recognizes organizations achieving exceptional ROI in IT deployments. And it’s no surprise: Aspect received ROI of 276% and payback in five months. Tom Chamberlain, Director of Sales Readiness at Aspect, led the SAVO implementation:
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Sharon is the founder of SalesCraft, a sales thought leadership group based in Silicon Valley, and Director of Global Field Communications at VMware. Sharon is responsible for driving a broad range of communications initiatives on behalf of the executive field leadership team.  Her role includes acting as a liaison between the 3000-person field organization and the rest of VMware, while ensuring the field organization receives communication that is high-value, consumable and actionable.  Sharon’s work in field communications is inspired by more than 15 years working for companies including Hyperion, Cadence, and ASK.  She has in-depth experience in inside sales, sales operations, field marketing and lead generation.
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What does it take to develop a great Sales Enablement program?  It’s certainly important to create efficiency to save sellers time and provide more opportunity to be in front of customers and prospects, but truly enabling sales to execute on revenue generating objectives requires making the sales organization not just more efficient, but more effective.  Smart companies are aware of this requirement, but continue to struggle with how to execute it.  More and more of our customers and prospects are looking to us for guidance on how to create and govern their Sales Enablement program.  Too often the word governance evokes images of workflow diagrams or branding standards and the focus starts and stops with content-level governance.  While this is important, we’ve learned that this is just the tip of the iceberg.
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According to CSO Insights, only 58% of sales reps made their quota in 2009 – a sharp decline in quota attainment versus years prior.
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As we’ve discussed here, your field sales team has knowledge from their day-to-day interactions that is truly invaluable.  With ever-growing sales cycles that include fierce competitors, your company can not afford to lose out this critical knowledge – the Tribal Knowledge – of your sellers .
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