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 […]
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 […]
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 […]
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 […]
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 […]
Traditional sales training can suck! That’s right, we’ve said it. Your new hires sitting in training right now are probably thinking it, your tenured sellers have written it in stone, and the national sales meeting committee is probably drinking because of it. If you decide not to read any further than this, we bet you […]
Coaching a team may that be a sports team or coaching your team in the workplace, is one of the most demanding yet rewarding jobs you will ever attempt. When it comes to the sports world, coaches assist athletes in developing and getting to their full potential. Coaches are responsible for training athletes by analyzing […]
Sales enablement is one of the most complex and common challenges facing businesses, and without a plan to achieve it, it can be a roadblock to the revenue growth of your company. Research has shown that Sales Reps only spend 37% of their time selling, with the rest devoted to non-revenue-generating activities. Now, of course, […]
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 […]
You know how important great company culture is. You understand that a strong company culture attracts better talent, boosts your brand identity, drives innovation, gives you a marketing advantage, promotes efficiency, and can help you meet your organization’s goals. “A company’s culture can have a powerful impact on its performance,” points out an article in […]