R Square and Company Co., Ltd.
How to create a sales organization that does not depend on top sales? Released “practice book” that condensed the know-how of “sales enablement”, a mechanism for creating sustainable sales results through human growth
“Practical sales enablement to create an organization that does not rely only on top sales – From designing winning patterns using data, to training measures and knowledge utilization, and verification of effectiveness -” (Takahiro Yamashita)
Earl Square & Company Co., Ltd. (Headquarters: Chiyoda-ku, Tokyo, President: Takahiro Yamashita) is the second book by President Takahiro Yamashita, “Creating an organization that does not rely only on top sales. We are pleased to inform you that Enablement-From designing winning patterns using data to training measures, knowledge utilization, and effect verification-” will be released by Shoeisha on December 12, 2022 (Monday).
■About this manual
Sales enablement refers to “a mechanism for creating sustainable sales results through the growth of people.” It is characterized by changing “behavior of employees” and leading to the creation of “continuous results”. The core of this is “results-based human resource
development,” in which the necessary actions and the knowledge and skills to be acquired are calculated backwards from the sales results that you want to achieve, and then incorporated into training measures to verify whether or not they have achieved results. In the era of uncertainty, it has been attracting attention in recent years as the role of developing a sales organization that can respond to changes and continue to produce results, and has been introduced by many companies.
Since our founding in 2019, we have been providing consulting services for numerous companies as Japan’s first company specializing in sales enablement. Full-scale provision started in January 2019. Recently, we have received more and more comments such as “I understand the concept of enablement, but I don’t know how to proceed” and “I actually started enablement at my company, but it is difficult to promote.” We have decided to publish this book in order to help companies that are facing challenges.
This book explains not only the basics of sales enablement, but also how to set up an enablement organization, how to operate it, and how to secure human resources. We will specifically tell you the know-how of “creating a mechanism to continue to achieve”.
In addition, this book presents case studies of four companies that were among the first to start sales enablement and have actually achieved results. We also introduce what kind of results have been achieved as a result.
“Leader level” who is trying to promote sales organization reform, “Manager level” who wants to change the way of training until now where results can not be seen and create an organization that can produce results with the whole team, and This is a “sales enablement practice book” that everyone who is working on developing a strong sales organization and human resources that can withstand
environmental changes should pick it up.
【table of contents】
Chapter 1 Why Sales Enablement Matters
Chapter 2. The Role of Sales Enablement
Chapter 3 Building and Implementing a Sales Enablement Program Chapter 4. Launching a sales enablement organization
Chapter 5 Securing and Developing Enablement Human Resources Appendix Sales Enablement Case Study
-CCCMK Holdings Co., Ltd.
-Salesforce Japan Co., Ltd.
-Toppan Printing Co., Ltd.
-Uzabase Co., Ltd.
■ Author profile
President of R-Square & Company Co., Ltd.
After graduating from the Faculty of Sociology, Hosei University, he started corporate sales at Hewlett-Packard Japan. After that, after working at Funai Research Institute, engaged in consulting on personnel system design and organizational human resource development at Mercer Japan, a foreign-affiliated personnel consulting firm. After that, he joined Salesforce.com. As General Manager of Sales Enablement Headquarters, he oversees the planning and execution of human resource development measures, global training programs, etc. for the entire sales department in Japan and South Korea. Quadrupled the size of the enablement division to achieve world-class sales productivity. In 2019, established R-Square & Company, a company specializing in enablement. He has worked hard to build enablement organizations for numerous companies, from large to medium-sized companies. Acquired ATD Sales Enablement Certification, and has many achievements as a leading expert in the field of enablement in Japan. Author of “Sales Enablement: How to Create the World’s Most Advanced Sales
Organization” (Kanki Publishing, https://www.amazon.co.jp/exec) /obidos/ASIN/4761274581).
■ Book information
Book title: “Creating an organization that does not rely only on top sales – from designing winning patterns using practical sales enablement data to training measures, knowledge utilization, and effect verification”
List price: 1,800 yen + tax
Specifications: A5/240 pages
Release date: December 12, 2022
[Click here to purchase the book]
Shoeisha: https://www.shoeisha.co.jp/book/detail/9784798178134 ■Company profile
Company name: R Square and Company Co., Ltd.
Established: July 10, 2019
Business start: August 1, 2019
Office address: P211, 3-28-5 axle Ochanomizu, Kanda Ogawamachi, Chiyoda-ku, Tokyo
Business description: Development, operation, and sales of sales enablement professional services and cloud application “Enablement App”
Service site: https://enablement.app/
Details about this release: