Entries by Katie Fritchen


Activity Data is Not Enough: Sales Behaviors Drive Performance

Evolve beyond activity management to improve the sales behaviors that drive performance In today’s technology-driven sales environment, sales leaders rely on data-driven indicators to monitor and track the success of their team and attempt to forecast the end-of-quarter outcome. Your sales managers likely have the ability to track key metrics and know at a glance […]


The One Thing Missing From Your Sales Training Budget

Does your sales training budget ignore frontline sales managers? Today’s sales market is more competitive than ever before. With product and competitor information available at their fingertips, prospective customers no longer base their purchasing decisions solely on information provided by sales representatives. The most successful sales teams are skilled at interpreting client needs, provide detailed […]


Six Steps to Better Sales Manager Coaching

Improve your sales manager coaching skills in six actionable steps As a sales manager, you aren’t just responsible for direct interactions with customers. Studies have shown that your coaching skills have a direct impact on the overall performance of your team, transforming their sales successes. Becoming an effective sales coach can help your entire team […]


How to Master Data-Driven Sales Management

A holistic approach to optimizing your sales team with data-driven sales management “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” ~ Will Durant, The Story of Philosophy: The Lives and Opinions of the World’s Greatest Philosophers In sales, it’s the close that gets all the glory. When that […]


5 Steps to Sales and Enablement Alignment

Develop a high-performing sales team that will crush business goals with sales and enablement alignment Though sales and enablement are technically on the same team, working toward the same ultimate goal, the two functions in many organizations have grown apart. The reasons for this disconnect vary, but the solution to aligning sales and enablement in […]

CommercialTribe Case Study | Pure Storage Sales Manager Enablement

How Pure Storage Structures Sales Manager Enablement to Accelerate Growth The Company Founded in 2009, Pure Storage is a leader in the enterprise data storage industry. Pure Storage provides companies with an end-to-end data platform powered by innovative software that is cloud-connected to mobile devices. The company’s all-flash based technology, combined with its customer-friendly business […]