New benchmark research highlights 5 sales performance fails that contribute to sales teams missing quota We are all well aware of the statistic that 53% of salespeople fail to hit their quota—and many claim that number will only continue to climb. I don’t think many sales leaders need to be told that, though. You’re living that…
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…
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…
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…
Improve sales performance with leader-first enablement. Leader-first sales enablement is a relatively new concept to many enablement organizations. The traditional approach is to train reps, but leave sales leaders and managers out because they either don’t feel like they need the training and/or they are too busy to participate. But then everyone wonders why the…
Three key insights into sales manager enablement that will help your sales organization reach (or exceed!) 2018 goals. There is a deep-rooted problem in today’s sales organizations. Frontline managers are trapped in a vice created by the traditional approach to sales: Hit the number at all costs. The status quo has sales organizations lurching from…
CIO Applications Magazine announces the top 25 sales technology solution providers of 2017 Nicholas de Kouchkovsky’s 2017 Sales Tech Landscape notably includes over 700 sales technology providers organized into 32 categories (up from 300 in his first edition, published in 2015). It’s astounding to see how far the sales technology industry has come in just…
What does it mean to align sales and sales enablement, and why should it be important to you? I recently came across a blog by Tenfold that describes sales enablement as “like archery (without the lethal pointy bits).” I particularly like this analogy because it goes on to highlight the importance of aligning customer-facing functions…
Improve sales productivity by improving the performance of your sales managers and reps. Anyone can become a salesperson, but very few are actually good at it. True professionals are always on the lookout for how they can improve sales productivity. The ability to take those that have chosen to become not just great salespeople, but…
CommercialTribe is a SaaS Sales Team Development Platform—Developed by Salespeople for Salespeople. After decades of working his way up the ranks of some of the most well-regarded sales organizations, CommercialTribe’s CEO and founder, Paul Ironside, realized that something wasn’t right in the industry. As a sales leader, Paul had access to all the data one…