About the Author
BYRON MATTHEWS is the Chief Executive Officer of Miller Heiman Group and leads their commitment to championing customer management excellence. His dedication to placing the customer at the core of everything gives Miller Heiman Group its expanded, holistic approach for developing, managing and sustaining long-term customer relationships. Over the past twenty-three years, he has consulted for and led sales organizations for several Fortune 500 companies. Byron's depth and breadth of prior experiences includes eleven years at Accenture and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice. Prior to joining Miller Heiman Group, he served as Chief Distribution Officer at Aflac, where he led more than 30,000 sales professionals across multiple channels.
TAMARA SCHENK is Research Director at CSO Insights, the research division of Miller Heiman Group. Her work is focused on all things sales force enablement, sales managers, collaboration, and social selling on a global level. Before joining Miller Heiman Group as an analyst and research director in 2014, she enjoyed more than twenty five years of international experience in sales, business development, and consulting in different industries, such as IT, telecommunications, automotive, and utilities. She also had the pleasure of developing sales enablement from an idea to a program and strategic function at T-Systems, a Deutsche Telekom company, where she led the global sales force enablement and transformation team at the VP level. Tamara is a well-established and highly recognized voice, sought-after speaker in the enablement world, member of the Sales Enablement Society, and a regular contributor to Top Sales World as a featured writer.