Knowing how to partner effectively with Sales Enablement may be the key to unlocking breakthrough sales team performance. In the most positive connotation of the word, to “enable” means to make possible, to aid, to assist, to support, and to facilitate. Typically, we think of enabling others, but in this post, I will place more […]
Great sales training relies on strong fundamentals. Here’s a refresher!
Onboarding new sellers is an underrated factor in sales success. In fact, your speed in onboarding is one of the TOP ways you can impact your number this year (assuming you will hire a salesperson this year). What is Onboarding? We tend to think of onboarding in the traditional sense – making sure sellers are […]
Sales managers, if you don’t make sales talent development your top priority, then you’re not really doing your job. There was a rather popular Forbes article a few months ago written by Shep Hyken, entitled, “57% Of Sales Reps Missed Their Quotas Last Year.” The main thrust of the article is to highlight what appears […]
It’s become an annual tradition for me to offer some sales resolutions for the upcoming year, so my 2019 Sales Resolutions list is here. Some sales organizations are still frantically clawing for revenue before the current calendar year closes, and I’ll commiserate for a moment with them. It sucks, doesn’t it? It sucks being you […]
Sales Development System, Sales Management, Sales Training, Uncategorized
How to Develop Millennials Into World-Class Sales Leaders
A new generation of sellers and value creators is on the job today, and we have a golden opportunity to develop millennials into world-class sales leaders. Based on my birth year, I am a member of Generation X, but I consider myself a generation-straddler because my siblings were born between 1955 and 1963, at the […]
Industry Insights, Sales Enablement Insights, Sales Training
You Need Flipped Sales Training – Here’s How to Do It
The flipped classroom is a hot topic in education today, to the point you would think it’s a new phenomenon. While credit for the origin of today’s flipped classroom goes back to a couple of high school teachers in 2007, technology has been transforming and upending the learning process since the invention of writing – […]
Strong sales management capability is the most important piece when assembling an industry-leading sales force, and it may be the #1 differentiator in all of B2B sales. Stay with me for a moment while I explain why and what you should be doing about it. Why is it that some sales forces succeed and others […]
Acronyms are useful devices for visualizing and remembering information. And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets. And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]
Sales Coaching, Sales Enablement Insights, Sales Management, Sales Tools
How to Develop Sales Talent In the Age of AI
We talk with heads of sales and sales enablement leaders daily, and they are universally concerned about what it will take to develop sales talent in the age of AI for sales and the hyper-empowered buyer. Some of the questions that sales leaders are asking right now include: How much should we invest in human […]
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