Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Mike Riksheim

Senior consultant with significant expertise in strategic alignment, talent management, sales enablement and sales training. Mike combines his consulting experience with a practical background as a salesperson and sales leader to help his clients drive performance.
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Recent Posts

Is Your Sales Force Stuck in the 1980s?

Sales is arguably the oldest profession in the world. As long as there are products and services, there will be sales professionals. So, when working...

Three Sales Enablement Musts from Senior Leadership

In my previous post, we discussed the impact of the front-line manager on sales effectiveness initiatives. A sales manager’s role is to model, coach...

Why Your Initiative Never Made It Past the Starting Gate

Most sales effectiveness initiatives don’t take hold. At least not in the way originally planned. In the beginning, people appear to walk the talk....

When It's All Hands On Deck – Get The Ship Back On Course

You walk into your monthly leadership meeting and everyone is quieter than usual. First quarter has closed, and results are behind expectations. Your...

Aligning Functions for Enablement

Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales...

Three Keys to Keep Your Initiative from Getting Knocked Out After SKO

As a sales enablement professional, now is the time when the rubber meets the road. You've spent months developing business-critical programs for the...