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. […]
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 […]
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 […]
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 […]
Sales professionals throughout history have leveraged their power to persuade as the determinant in the close of just about every deal. I mean, unless a product or service is legitimately one of a kind, the difference between one company and another who are offering some variation of, or maybe even the exact same version of […]
At some point in our professional lives, most of us have found ourselves on one, or both sides, of the feedback convo. When the feedback is great– you know, the kind that’s full of praise and validation– the person tasked to deliver and the recipient, come away feeling empowered and relieved. But what about when […]
One of the reasons that Sales Enablement exists is the constant transformation of customer buyer behaviors. Every touchpoint, every interaction between your sales team and your prospects is an opportunity to build a relationship or close a sale. However, if done ineffectively, it can negatively affect the relationship. Each of these different touch points cost […]
If you haven’t heard already, there is a new Netflix movie making all the buzz on social media called Bird Box. In this thrilling movie, in which humanity is under siege from a possessive, mind-controlling, mysterious mass that drives normal everyday people to harm themselves and others. If you haven’t already seen it, I’d strongly recommend watching […]