press release

The Revenue Enablement Institute is launched to help a new generation of growth leaders transform sales, marketing, and service

New research highlights the need for CXOs to transform their commercial models to respond to pressures to sell remotely and manage the complexity of modern selling

WESTPORT, CT, July 23, 2020 —  A newly released research study reveals the pressure to sell virtually – compounded by the proliferation of selling technology and investment options – has accelerated the need for every organization to transform their commercial models. Driving profitable growth will require owners, CEOs, CXO’s and leaders of sales organizations to overcome five big growth challenges as they attempt to reengineer sales and marketing roles, incentives, and their technologies stacks to adapt to this new buying reality.

To help growth leaders transform their commercial models in the face of these obstacles, a group of leading sales and marketing practitioners, academics and experts have formed the Revenue Enablement Institute. The Institute’s goal is to educate and arm a new generation of growth leaders with the state-of-the-art management tools, skills, capabilities, and practices they will need to accelerate revenue growth and adapt to this new buying reality.

The launch of the Institute coincides with the release of the Remote Sales Productivity Report, which outlines specific actions sales leaders must take to improve remote sales team productivity today and set the stage for selling effectively in the recovery.

 “The pressure to improve returns on technology, deliver a single customer experience, and sell remotely is forcing owners, CEOs and growth leaders to transform their commercial models and reconfigure their sales, technology, and growth assets,” reports Stephen Diorio, the Executive Director of the new institute. “The decisions they make this Fall about where to cut, grow, and reallocate their growth investments in the coming year will disproportionately effect their future profitability, growth and career potential.

To help growth leaders make the smartest possible choices, the Institute is assembling a faculty of the world’s leading academics, practitioners, and experts to develop the research, education, and management tools they will need to enable a 21st Century commercial model and build high performing revenue teams. 

This elite group is focused on research that addresses the five biggest growth challenges business leaders face today:

  1. Establishing common financial incentives for all customer facing functions tied to customer lifetime value and firm financial performance;
  2. Turning growth into a true “team sport” by creating a viable organizational approach to orchestrate the 18 proven drivers of growth and manage sales, service, and marketing functions in a more unified manner;  
  3. Growing the return on selling assets by improving the historically low rate of return on investments in sales technology and CRM by better connecting them to the ways of selling and the drivers of financial value;
  4. Finding ways to leverage advanced analytics and AI to double speed, visibility, customer engagement and productivity;
  5. Training a new generation of technology savvy “CXOs” with the change management skills and a management toolkit to effectively lead the transformation of sales.

“The research strongly suggests that the commercial model has reached an inflection point with no turning back,” says Len Ferrington, Managing Director of Summit Partners who is on the Faculty of the Revenue Enablement Institute. “Sales leaders will need new skills and capabilities to navigate the new environment. This will include finding ways to incorporate virtual selling channels into the go-to-market model and using advanced analytics to deliver much more speed, productivity, visibility and customer engagement.”

The Institute will be hosting an event this fall where it will fete the accomplishments of the 100 leading CXOs across industries and present the technologies and systems that will be essential to building a 21st Century Commercial Model.

Growth leaders can inquire about the Revenue Enablement Institute and get access to the Remote Sales Productivity Report at The Revenue Enablement Institute web site at www.revenueenablement.com

Executives who are interested in getting an executive briefing on the full findings of the research can contact Stephen Diorio at [email protected]

About the Remote Sales Productivity Research Report

To help growth leaders adapt to the challenge of virtual selling, the Revenue Enablement Institute and the Sales Management Association conducted a survey of sales leaders, managers, and effectiveness professionals in May 2020. The research found that sales productivity has dropped by 20% as executives struggle to adapt to managing, enabling, and measuring remote selling teams.  98% of sales leaders report their businesses will be disrupted for at least five sales quarters.  The final report outlines five actions sales leaders must take today to both improve remote sales team productivity and set the stage for selling effectively in the recovery.  You can get access to the Remote Sales Productivity report at https://www.revenueenablement.com/product/the-remote-sales-productivity-report/

About the Revenue Enablement Institute

The mission of the Revenue Enablement Institute™ is to educate and arm CXOs – a new generation of growth leaders – with the state-of-the-art management tools, skills, capabilities, and practices they will need to accelerate revenue growth and adapt to the new buying reality. Our faculty of academics and experts are actively working with owners, CEOs, and their growth leadership teams to develop research, education, and solutions to help them to blend their sales, marketing, and service teams into high performing revenue teams.

You can learn more about The Revenue Enablement Institute at www.revenueenablement.com

Contact:  Stephen Diorio, (203) 912-8172, [email protected]