Uncovering the Secret to Methodology Adoption

Brian Williams, PhD

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all approach. Yet that's the model used in most sales process or messaging implementations. Even worse, typical methodology rollouts can cause real harm. The risks to CSOs and sales enablement teams are significant.

New research provides powerful insight to finally solve the rep adoption problem. Reframe your sales enablement and drive greater rep performance with a new approach. Cross industry data, analyzed with the support of FSU's Sales Institute, point to the importance of rep situational adaptiveness. Your best reps intuitively get this, but the trick is building an organizational adaptive capability.

Listen in as Brevet partners Ralph Grimse and Brian Williams discuss this new methodology strategy. This webcast, presented in partnership with the Association for Talent Development, will explore:

  • The pitfalls of a one-size-fits-all approach to sales methodology

  • Ways to address the increasing complexity of today’s selling situations

  • How leading sales enablement teams help their reps apply the right tactics in the right situations

  • What it takes to build an organization-wide capability for sales adaptability

  • Steps to create a more strategic sales enablement system

Enjoy the webcast!

Contact us to benchmark the adaptive capability of your sales enablement efforts. 

Brian Williams, PhD

Brian Williams, PhD

Researcher, consultant, and sales leader, Brian uses a data-driven approach to drive sales effectiveness. His clients include leading sales organizations in financial services, technology, healthcare, and professional services. Using insight from academics and change management, Brian helps senior leaders and sales enablement teams understand and succeed in today’s more demanding market. His research has been published in Harvard Business Review and other outlets.