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…
This year’s Sales Enablement Soiree, hosted during Dreamforce, demonstrates the momentum building in the function. Attending the Sales Enablement Soiree at Dreamforce this year was an eye-opening experience for me. The sophistication of the topics presented and the quality of the content made attendance well worth it. It was also a testament to the ongoing…
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…
The secret to gaining the greatest ROI from your kickoff content this year. Your sales kickoff is meant to recognize the achievements of your sales team over the past year, and to get them hyped up around a new initiative for the coming year. This means you are likely either launching a new product, a…
Avoid the post-sales kickoff “thud” with observational sales assessments. Planning sales kickoff and getting all your stakeholders, content, consultants and vendors in line is no small task. Nor is it a small item on the company income statement. You know that your goal is to create lasting impact that will provide a return on investment…
Create a behavior-based sales kickoff reinforcement program that will keep the kickoff energy alive all year. It’s the most wonderful time of the year—when sales kickoff planning shifts into high gear. New products are rolled out. New messaging. New training. And while everyone is concerned with what to do during the event, sales kickoff reinforcement…
Build a millennial-minded sales organization to create a sustainable revenue machine. Putting whatever prejudices you may have about millennials aside for a moment, building a millennial-minded sales organization isn’t simply about appeasing the “entitled generation”. It’s also about building a sales coaching and development culture within your sales organization that will benefit employees of all…
The sales development loop helps you get your team to quota every quarter. Your revenue goal for the quarter is clear. How you reach it is not. In fact, it’s likely that only 57% of your sales reps will hit their quota. What might that mean for you if this trend continues? Let’s try not…
A successful launch plan creates better alignment by engaging sales team stakeholders. Do you have a busy sales team that you need to get quickly up to speed on new products, messages, or processes? Time for a launch initiative! Creating a successful launch plan will provide you and your team with the framework to improve…
Creating sales and enablement alignment improves sales efficacy and quota attainment. Does this sound familiar to you? Sales claim that everything that comes out of enablement is useless and should be ignored. Enablement says that, if sales would just engage in their initiatives, they could greatly improve their ability to attain quota. In my experience…