Eric Estrella
Eric Estrella
Eric Estrella serves as a Senior Consultant at Sales Benchmark Index (SBI), a professional services firm focused exclusively on sales force effectiveness. Eric brings over 15 years
Using Data to Drive Sales and Marketing Results
Are you leveraging your ideal customer profile (ICP) to prioritize your sales and marketing efforts? This is a key question you must ask yourself....
9 Simple Sales Enablement Tips to Implement Now
Sales enablement is essentially sales training, right? Not so fast. This is a common misperception we hear often in the field. And this simple...
How to Size the Sales Force to Maximize Revenue
Next year’s sales budget is on the table. You’re mulling the size of your sales force. Is your headcount where it needs to be? Or...
Crushing Your Numbers with the Right Sales Technologies
Are you focused on sales operations? If so, you know there are plenty of tools that claim they will boost sales productivity. These sales...
How to Elevate Sales Operations From Number Crunching to Strategic Analysis
In many organizations, Sales Operations has become a catchall organization. If it has to do with sales and no one else has the resources,...
Defining Sales Enablement
Think of sales enablement like mak- ing a chocolate soufflé. You could go to one of the famed Le Cordon Bleu cooking schools, train...
How Sales Enablement Can Help Close More Deals
Virtually all organizations track win rate as a key metric. As defined by number of closed deals compared to opportunities in the pipeline. But...
Leverage Coaching to Make Sales Enablement More Effective
In recent interactions I have observed confusion around what Sales Enablement really is. Some organizations think it’s about sales tools/content. Some think it’s about...
How Do You Improve Sales Process Adoption in the Field?
You are in the middle of planning for next year. You’re trying to determine how you will execute the sales strategy to make the...
How do You Measure Sales Enablement?
Many organizations have a hard time defining Sales Enablement. Which makes it nearly impossible to determine success. But if you invest in Sales Enablement,...
Who Owns Sales Enablement?
Sales Enablement is new to many organizations. This begs the question, who owns Sales Enablement? The answer is Sales. Sales Enablement should be a...
How to Enable a New Sales Channel
Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside,...
Is Gamification Right for Your Sales Enablement Program?
Gamification is still a new craze hitting the Sales Enablement Community. Why? Because if done right; it educates, rewards, and influences behavior of a...
How Should You Prioritize Your Sales Enablement Efforts?
Sales Enablement is a role new to many organizations. But the function may have been performed by multiple people in some limited capacity. In...