{"product_id":"gap-revenue-performance-building-high-performing-sales-teams-how-problem-centric-r-enablement-compounds-revenue-by-changing-everything-you-know-abo-9781732891098","title":"Gap Revenue Performance: Building High-Performing Sales Teams: How Problem Centric(R) Enablement Compounds Revenue By Changing Everything You Know Abo","description":"\u003cp\u003eA reckoning fifteen years overdue.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn 2012, 63% of B2B sales reps hit quota. By 2024, just 28%. Attainment more than cut in half. And it didn't happen because companies stopped investing. It happened while they invested more than ever. Over those same fifteen years CRM spend grew almost six times over, sales enablement platform spend grew nearly five times, and the average rep's tech stack doubled.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSpending climbed. Performance fell. For fifteen straight years.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eCompanies pour more than $70 billion a year into sales training, and 85% of it produces no lasting change in the field. Reps forget 70% of what they learn inside a week. The certifications get filed. The methodology gets a nice binder. And the deals stall in the same spot they always have.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThat's not a training problem. It's a performance problem. And it's the most expensive one in the revenue org that nobody has been willing to name.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eGap Revenue Performance\u003c\/em\u003e, Keenan does for sales enablement what \u003cem\u003eGap Selling\u003c\/em\u003e did for selling. He tears the broken model down to the studs and hands you the one that works.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFor almost two decades the function measured the wrong thing. It counts courses completed, not deals moved. It runs on a Learning and Development inheritance built to teach, when the job was never to teach. The job is to produce performance.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eKnowing is not doing. And the gap between the two is where your revenue lost.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis book hands you the operating system to close it. Not a theory. Not a whitepaper. The actual system Keenan and his team built at A Sales Growth Company, the one that ties every rep skill, every open deal, and every forecast back to the number. Inside, you'll learn: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eWhy fifteen years of rising investment produced falling results, and what to build instead\u003c\/li\u003e\n\u003cli\u003eWhich of the four enablement orgs you're actually running (Random, Heroic, Peacock, or Compounding), and why only one optimizes revenue under all conditions.\u003c\/li\u003e\n\u003cli\u003eThe difference between a learning system and a performance system, and why you're probably running one while calling it the other\u003c\/li\u003e\n\u003cli\u003eThe three-stage bridge from knowing, to being able to do it, to doing it well enough to move the number\u003c\/li\u003e\n\u003cli\u003eThe operating system that ties skills, live deals, and the forecast into one self-correcting machine, and why your managers, not your tech stack, make or break it\u003c\/li\u003e\n\u003cli\u003eWhy enablement should never report to training, and what the leader who replaces the old model looks like\u003c\/li\u003e\n\u003cli\u003eA diagnostic you can run on your org this week to find out exactly where you stand\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIf you run sales enablement, this is the field manual you've been waiting for. If you lead a sales org and sign off on the enablement budget, this is the book that tells you what you've actually been buying. And if you're a CEO or board member who keeps writing the checks and wondering what you get back, read this one first.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe training era is over. The performance era is here. The teams that win the next decade won't be the ones who know the most. They'll be the ones who get more out of their people than their people can get out of themselves.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eBuild it. Or live with the bill.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Keenan\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Sales Guy Publishing\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 07\/21\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 392\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.49lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 1.00d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781732891098\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eKeenan:\u003c\/i\u003e\u003c\/b\u003e - \u003cp\u003eKeenan is the founder of A Sales Growth Company, creator of Problem Centric(R) Selling, and architect of the Problem-Centric Operating System (PCOS(TM)).\u003c\/p\u003e\u003cp\u003eHe is the author of the Gap series: \u003ci\u003eGap Selling\u003c\/i\u003e, the foundational text on problem-centric selling with over 100,000 copies in circulation; \u003ci\u003eGap Prospecting\u003c\/i\u003e, on top-of-funnel; and \u003ci\u003eGap Revenue Performance\u003c\/i\u003e, the operating manual for building revenue organizations that compound. He is also the celebrated author of \u003ci\u003eNot Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You.\u003c\/i\u003e\u003c\/p\u003e\u003cp\u003eKeenan was named one of the Top 30 Social Sellers in the world by \u003ci\u003eForbes\u003c\/i\u003e and has been recognized among the Top 50 Most Influential Sales and Marketing People by Top Sales World every year since 2012. His work has been cited in \u003ci\u003eHarvard Business Review\u003c\/i\u003e, \u003ci\u003eEntrepreneur, Inc.\u003c\/i\u003e, and \u003ci\u003eForbes\u003c\/i\u003e.\u003c\/p\u003e\u003cp\u003eHe lives and skis with his three daughters in Vail, Colorado.\u003c\/p\u003e","brand":"booksdeli.com","offers":[{"title":"Keenan \/ Hardcover \/ English","offer_id":48912848683165,"sku":"9781732891098","price":47.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0619\/5648\/9373\/files\/img_0424c11e-94f4-470c-b07a-47df879f661e.jpg?v=1789547557","url":"https:\/\/booksdeli.com\/products\/gap-revenue-performance-building-high-performing-sales-teams-how-problem-centric-r-enablement-compounds-revenue-by-changing-everything-you-know-abo-9781732891098","provider":"booksdeli.com","version":"1.0","type":"link"}