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When your sales team is stuck it can be hard to pinpoint what you need to get them moving towards their goals again. Our team share their insight and advice below on a range of topics which aim to help you get out of the rut and start creating a winning culture your whole team will thrive in.

Orchestrating Leadership

How to Optimize Performance with Sales Enablement

August 5, 2020

Last week, we talked about the seven elements of sales enablement and their interdependence for creating a far more effective strategy than sales training alone. This week, we will explore – how you can optimize your organization’s performance with Sales Enablement. To do so, we must establish that Sales Enablement is more than a strategy, it’s…

What Organizations Fail to Consider About Sales Enablement

July 29, 2020

Most businesses know the importance of having a strong sales organization. Despite this, many companies struggle to make the connection between enabling their sales team to perform at a high level. Creating a sales enablement organization can feel like a daunting task because businesses struggle to define it, making implementing equally challenging. Here is what…

Succesful Leaders Need Support

Why Good Managers Struggle to Coach Effectively.

July 19, 2020

Creating a high-performance sales team has its limitations when it comes to human-led training and performance management. Without the proper training and support needed to guide new sales managers, they tend to learn through trial and error — emphasis on the error. Sales coaching is a significant factor in driving sales. However, you can’t teach…

Value Killers - Misalignment in Sales and Marketing

Beware the Big Bad Wolf – Misalignment is Killing Your Value

May 19, 2020

When Little Red Riding Hood arrived at her grandmother’s house – dinner basket in hand – she found the big bad wolf, dressed in a bonnet, a nightdress, and fuzzy slippers – with plans to make Little Red Riding Hood the dinner. Too often, Sales and Marketing find themselves in this exact situation misaligned –…

How to Effectively Invest in a Sales Enablement Ecosystem

May 15, 2020

Research shows that sales enablement works. More than 75% of companies using sales enablement tools reported that their sales increased over the past 12 months, with nearly 40% seeing a growth of more than 25%.  Not only that, but 29% of companies that surpassed revenue targets and 72% that exceeded them by 25% or more – have actively implemented…

How AI Can Reduce Unconscious Bias, So Organizations Can Thrive

May 5, 2020

Artificial intelligence has the power to reduce unconscious bias out of the performance management process; providing accurate insights into team members’ capabilities so that managers can customize coaching that elevates team performance. “Unconscious bias – judgments and behaviors toward others that we’re not aware of – is everywhere in our lives,” says an article in…

Is Your Sales Enablement Strategy Built with Hay, Sticks, or Bricks?

April 28, 2020

Too often, sales enablement is loosely defined as sales training. That definition is a recipe for disaster. Many organizations invest in training and believe they have adequately invested in sales enablement. In contrast, other organizations invest in blended learning – both in-person and virtual – and think they have gone above and beyond to set…

It's time to evolve with your customers.

Sales Enablement Must Evolve with the Customer

April 21, 2020

There is no going back to the way things used to be. Whether good or bad, we are living in a time when regular business practices are still being defined. As a result, customers’ behaviors are evolving, and your sales enablement strategy must evolve too.  One of the reasons that Sales Enablement exists is the…

Empowering Coaches to Raise Their Game.

April 14, 2020

It’s easy, rewarding, and exciting to coach high performers. Their performance creates visibility, accounts for a majority of an organization’s performance, and warrants recognition. As Selling Power points out, “In sales, A players typically attract a disproportionate percentage of management attention, incentives, resources, and pats on the back.”  And yet, the success of your organization…

Tips For Maximizing Improvement-Focused Feedback (I.F.F) For Managers

March 14, 2020

One of the most critical aspects of any organization is the ability to give and receive improvement-focused feedback (IFF) as opposed to traditional feedback. Psychologist Gabriele Oettingen developed mental contrasting which is a visualization technique that involves juxtaposing the present reality with the desired future reality to generate motivation. This is important for (IFF) from…