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.
Undoubtedly The Best Managers Are Good Coaches.
It’s not uncommon to hear about the importance of good managers in the workplace. Google – being the innovator it is, wanted to prove that manager quality does not impact business performance. Enter “Project Oxygen.” Google’s People Innovation Lab analyzed how past performance appraisals, employee surveys, and interviews impacted performance. The result? Google’s…
Skilled Storytellers Know How to Make You Feel
“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” While Maya Angelou wasn’t referring to sales when she coined this classic quote, her words apply just as much to this area of business as they do to life itself. It’s a wonder,…
How to Optimize Performance with Sales Enablement
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
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…
Why Good Managers Struggle to Coach Effectively.
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…
Beware the Big Bad Wolf – Misalignment is Killing Your Value
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
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
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 a Fairytale?
Now that we’ve got your attention, let’s answer the question! Is your organization doing the work and making the investments to optimize your sales teams ability to help your customers solve their biggest challenges? Too often, sales enablement is loosely defined as sales training. That definition is a recipe for disaster. Many organizations invest in…
Sales Enablement Must Evolve with the Customer
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…