Building a high-performing sales team requires more than just hiring top talent. To drive predictable, scalable revenue, sales leaders need a structured strategy for developing and measuring the competencies of their Account Executives (AEs). Surprisingly, many sales leaders overlook this critical step. They may assume top talent will “just perform”—but without a well-defined competency framework, sales performance becomes less predictable and scalable.

We’ve all seen this movie: you invest in a shiny new sales methodology, expecting it to transform your team into quota-crushers. But without consistent inspection and reinforcement, your new methodology will quickly turn into another abandoned initiative. So, how do you keep your team on track? Here’s what you need to do.

While a well-defined sales process ensures repeatable actions through the sales cycle, it doesn’t guarantee predictable outcomes. That’s where sales rigor comes in—adding the discipline, precision, and accountability needed to execute the process effectively and deliver reliable results.

If you're a sales leader, there's a good chance you already know the crucial role revenue enablement plays in driving sales effectiveness and performance. But you also know that bringing on a full-time enablement leader isn't a luxury every org can afford. To get around this, more and more companies are turning to fractional enablement consultants to get the expertise they need without the long-term commitment.

The ability to drive predictable, scalable revenue is crucial for sustainable growth. To achieve this, many organizations rightfully focus on building out a robust Revenue Operations function. And while doing so goes a long way in helping achieve that goal, the lack of an equally robust Revenue Enablement function often prevents them from optimizing performance.