Posts Tagged ‘sales enablement’
The Manager Every Salesperson Deserves But Rarely Gets
Today’s dynamic, hyper-connected world has radically changed the way sellers sell. These changes have brought new urgency to skill development. Why then, do most sales managers spend less than 10% of their time coaching and giving feedback to their sellers? On their own, most sellers aren’t going to develop all the skills they need.…
Read MoreHow to Know If Your Team Is Producing The Intended Results
A sales leader must do more than just provide their team with the tools and resources they need to sell well. A sales leader must also ensure their team’s efforts are producing the intended results. Tracking a set of Key Performance Indicators (KPIs) is a good way to do this but how do you know…
Read MoreUndoubtedly 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…
Read MoreHow 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…
Read MoreWhat 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…
Read MoreBeware 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 –…
Read MoreHow 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…
Read MoreIs 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…
Read MorePeople-centric Coaching with Machine Learning
Sales coaching can leave an indelible impact on an employee, organization, or culture. And organizations looking to create high performing sales teams are, year over year, turning to sales coaching to create a competitive advantage. In fact, 67% of companies who’ve had a formal sales coaching program in place for three years or more…
Read MoreLeveraging Human Connectivity to Gain Commitment
Last time, we got into why, as humans, we are attracted to great stories— which if you recall— involves a lot of biology! This time, we’ll discuss how to properly, effectively, relay, and relate data driven stories that will get reps closer to close. We should begin by stating that data without context, only tells…
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