Power of Enablement

Redesigning Sales Organizations For Higher Performance


It is always great to have some time with yourself, overlooking and reanalyzing things during an early morning coffee at Starbucks while few people are enjoying the walk on the Independence Day Holiday. My peaceful time didn’t last long to be interrupted by receiving Forbes Survey, a mail I’ve been waiting for after we have been invited to take a role in.
The survey addresses “What World Class Sales Organization Do Differently and The Power of Sales Productivity”. But its findings reminded me exactly on recent conversations and the opposing beliefs of two executives and founders of international firms in our today’s world.
Eddy, claimed that the “Wait and See” attitude is not working anymore. He proceeded to describe how his organization is cutting costs on different departments, and when I asked him if this is applying to the sales department, he replied that he believes there is no room today for any improvement on revenue per sales reps at this time.
On the other hand, Abdo was much more optimistic. He believes we are coming to a bright future. I recall he passionately went on to describe how his competitive edge was his focus on his organization’s sales enablement. The later became the key factor to their growth in today’s challenging and demanding market.
In today’s time, the need for adopting the “Sales Enablement” methodology or “best practice” is highly increasing especially in the Middle East. We believe that within few years, this will no longer be seen as a “Best Practice” but rather the standard methodology within every sales organization that is looking for the future.
But why some companies make the leap, others don’t?
The reason resides in the problem’s complex structure, which is best described as an IceBerg. Only 1/9 of the problem floats above water; whereas the shape of the underwater portion is the real challenge.  
By nature, human beings, tend for the quick fixes, thus solving the problem by looking above the surface, where management believes the best way to drive revenue growth is to hire more and better salespeople, design a better compensation plan, and provide them with the best sales training and product knowledge. But the core of the problem might be far from that and in a completely different level.

The Solution – Sales Enablement

You know, it’s not all about incentives, and sales training techniques. You can manage through culture. You can manage through systems. You can best manage by strategizing, sizing, structuring and developing performance – there are many decisions that can better drive sales force effectiveness.

“Management Focuses on Sales Enablement, Sales Productivity and Effectiveness by implementing Science into Sales“

Science is what Mark Roberge relied on when he took over the VP of sales for Hubspot. Coming from none sales management experience, he relied fully on his background as an MIT-trained engineer. He aided today in placing his company as the #33 Fastest Growing Company in America on the Inc. 500 List by relying on creating a system of hiring, aligning, developing and retaining that relies on metrics and quantitative analysis. Below is chart of deploying science within each part of the sales organization along the expected outcome.

How We Could Help
As a boutique sales management consulting firm, we believe that such growth begins by a paradigm shift of today’s world class sales organization to be built around an entire sales organization anatomy rather than a group of star salespeople.
Thus we integrate ourselves part of your team to bridge the gap, design, optimize and transform your sales organizations by putting science into sales. We can further deploy efficiently the right sales technology in place, drive user adoption through the organization, and help to turn data into actionable insights.


Such services ranges from building sales strategies, sales governance, scientifically designing sales force structure and compensation, to Sales Enablement;  mapping a client centric sales process, sales productivity to building a sales management framework. We further continue by deploying the right sales technology in place, driving user adoption, to prepare organization in becoming more data driven and implanting science into sales.
For any further advice, clarifications or help in identifying and solving your sales challenges, feel free to contact us on any of these contact channels.


“With some consultants, you give them a project, the consultants go for some time and then come back with an academic solution. But not with HEED, they are pragmatic and became part of our company”



Managing Partner
Founder of HEED, a sales management consulting firm focused on aiding companies to structure, transform or optimize their sales by integrating science into selling.

Latest Insights

How land and expand model can grow your business

Ensuring your business’ survival, let alone its development, has been no easy feat. It’s likely that many businesses like yours have had to make some tough decisions to stay afloat. As you look to the future, you’ll have many decisions to make regarding your business development. There’s no doubt that some of the major economic changes we’ve seen are here to stay. But there are changes that you can implement that will improve your bottom line and make the going more worthy.

One of the major strategies that have proven records of success in many industries is the land-and-expand sales model which aims to increase conversion rate and boost sales numbers. Keep reading as we dive into what land-and-expand can do for your business and how to adapt your processes to this model.

Integrating technology without killing the human element in B2B sales

Companies are being forced to adjust their business models and adapt to the new market reality as a result of digital transformation. What’s remarkable about this is that the transformation isn’t driven by businesses, but rather it’s directed by the customer.

The internet gave customers access to relevant information at any time, anywhere, and in the format and device of their preference. Thus, the customer journey dictates different strategies for businesses to keep up with this new kind of “always-connected” customer. Businesses must embrace technology in order to provide an exceptional customer experience, that’s one perspective of the story.

Eliminate the Barrier – Reach Your Consumer Directly

Over the past decade, the evolution of customer purchasing behavior has significantly led to a growing preference for online shopping. Yet, most organizations could not complement their offline sales channels with the digital ones up until the pandemic hit in 2020, and organizations were left with no choice.

How to optimally segment clients in B2B companies

Account management-based companies have always valued the importance of client categorization and evaluation; however, determining the optimal way to do that remains evasive. Technology is overtaking the account management sales world; thus, more companies are relying on automating business processes. While the use of technology is no longer viewed as an accelerator, rather as a core component of business, it should not outweigh client centricity. Particularly in companies that rely on post-sales account managers to manage and nurture relationships with accounts – to retain and increase revenue from them. The objective then is to place client centricity at the center and create digital initiatives that facilitate this centricity.