Gartner Expert

Shayne Jackson

Sr Director Analyst

Shayne Jackson covers Sales Enablement for the Gartner Sales Research 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:

-Sales new hire training and onboarding

-New product introduction for sales teams

-Continuous learning programs that elevate sales skills and knowledge

-Channel partner programs and enablement

-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 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

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Top Issues That I Help Clients Address

1Establishing an impactful sales enablement function

2Designing and deploying effective sales training

3Messaging sales teams

4Designing new hire training that accelerate sellers' ramp to productivity

5Reinforcing training with rubrics to check seller knowledge and skills