The importance of emotional components in buying decisions and selling cannot be impugned. The customers must feel the draw to the product (and to the sales people). So we need sexy product and attractive staff. Expecting the best – and selecting the talented candidates during the hiring process – the mojo is there, at least at the beginning. The sales people believe in the product or solution; want to know more about it, searching for contents and treat all pitches as extraordinary opportunities to create the perfect customer interaction and experience.

But just like in love, the unfed fire is easy to go out… The perfect candidate becomes a burned out sales person, when the challenges and frustrations of dull workdays overcome the initial excitement. The development plan is behind schedule, contents are outdated, presentations are boring, and the attractiveness is dropping dramatically. The mojo is gone. Easy to judge the sales people and blame them for the unfulfilled quota. If the “system”, the corporate culture works as an extinguisher, the fire will go out for sure. All the undesired consequences (high employee turnover, plan deviation, low employee engagement and satisfaction, high churn rate etc.) are chargeable to this culture.

Sales enablement can give back the mojo and re-light the fire, reducing the tension and frustration, empowering the sales people. However without profound changes in company culture the fate of the re-lighted fire is the same; the same result – at a higher investment and energy need. More fires – more firefighters.

Sales enablement is the mojo keeper, hand in hand with change management you can turn on your sales team. Yeah baby!