January 2022 will soon be upon us and many sales teams will start the year with increased sales targets founded on the vision of a positive post Covid world. I recently received two research papers from Korn Ferry and Allego on the state of sales enablement and sales team productivity. In this blog I will focus on six research insights that may affect your sales team success and actions that can increase your sales team competitiveness.

Research indicates the top competency for B2B sales manager success is the “willingness to train and coach.” This is buttressed by the three pillars of “focused on quantitative results,” “conducting joint calls” and “taking initiative for sales success.”