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Gartner Expert
Shayne Jackson
Sr Director Analyst
Shayne Jackson covers Sales Enablement for the Sales and Service Practice. Mr. Jackson advises and produces research for Chief Sales Officers and Sales Enablement Leaders on topics involving Sales Enablement.
His extensive global experience leverages a programmatic approach to training, content and tools that elevate sales teams' effectiveness. His specialties include:
-Building out sales enablement programs
-Demonstrating the impact of sales enablement
-Onboarding sales new hires
-Elevating sales skills and knowledge with continuous learning programs
-Communicating to sales teams
He has over 25 years of global experience. Before joining Gartner, he established and led sales enablement functions, managed channel partners and supported sales teams at EMC (now Dell Technologies), SimpliVity (acquired by HPE) and Applause.
Previous experience
At Applause, Mr. Jackson established and ran a global Sales Enablement function that included the following programs:
Multiweek sales onboarding program and certification
Quarterly training
Knowledge reinforcement
Sales Kickoff
Rollout of sales methodology
Professional background
Applause
Senior Director of Sales Enablement
SimpliVity (acquired by HPE)
Director of Sales Enablement
EMC Corporation (acquired by Dell Technologies)
Director of Sales Enablement, Global Financial Services
Areas of coverage
Sales Enablement
Education
M.B.A., Business Administration, Clark University
Information Technology and Management, Worcester, Massachusetts
B.A., Psychology, Boston College, Boston, Massachusetts
Top Issues That I Help Clients Address
1Establishing an impactful sales enablement function that drives change in the sales organization
2Designing and deploying effective sales training
3Implementing a sales communications strategy to improve sales efficiency
4Designing new hire training that accelerates sellers' ramp to productivity
5Measuring the impact of sales enablement programs