Is Sales Enablement just Lipstick on a Knowledge Management Pig

Gerhard GschwandtnerIn case you have not seen http://sellingpower.typepad.com/gg/2009/07/is-sales-enablement-just-lipstick-on-a-knowledge-management-pig.html It is a must read!

I will try to discuss some of the aspects here on this blog later.

Gerhard Gschwandtner @gerhard20 the author is spot on when he writes:

“[…] Analysts don’t analyze the economic realities of a Sales Enablement solution. There are no ROI studies nor objective research that compares the effectiveness of SAVO vs. Kadient vs. iCentera.

Analysts don’t create user studies that tell you more about the information infrastructure, the flaws with the search functions, the project abandon rate by vendor, the average user acceptance, the obsolescence factor of the data, the amount of information that’s missing just because nobody knows where all the useful data is located, the amount of time it takes to train (and retrain) salespeople, or the end-user satisfaction level with the graphical interface (some of the designs are an insult to the eye).

The vendors want you to believe that their Sales Enablement tools allow you to harness the collective intelligence of your sales organization. It sounds great, but who in the world can define and measure what that means? How do we know what best practices can positively influence sales productivity? Who decides what not to make available (due to security issues)? Most salespeople can’t write coherently, and most of the top salespeople can’t articulate what makes them successful. So how do we really capture sales intelligence?

What’s the real cost of running a Sales Enablement solution? Is there a need for editorial staff to help create and edit content, to set up template standards and apply them?

How much of a company’s “best practices” and sales intelligence is reusable? If I am a salesrep, getting ready for a presentation to Boeing in Seattle, and I download a presentation that one of my peers created for Airbus, how much data can I reuse, and how much do I have to create from scratch?

Sales Enablement companies are NOT too savvy when it comes to social media. Search for Kadient on Twitter – zero results. iCentera has 43 followers, SAVO has 391, @BizSphere is the leader with 441 followers

The point is this: Social media tools allow people to connect with lightning speed. If Jill in Jackson wants a ppt presentation on jackhammers, I can tweet and send her a link in seconds. […]”

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