Original Webinar Date: June 7, 2017 Watch Webinar While traditionally sales enablement organizations have focused on developing the Seller, few have an answer for how to best enable the Manager. Consider this from CSO Insights: Organizations that invest in manager effectiveness programs achieve 107% revenue attainment versus 88% for those that don’t. That’s a top-line…
If long-term, sustained sales growth is part of your goal, you need to get serious about sales team development—before it’s too late. Do you often wonder why you should be saving for retirement? Probably not. But how often do you wonder if you should be investing in your sales team’s development? Here are two commonly…
Develop your sales manager effectiveness program to improve efficiency and increase revenue. You have a lot on your plate when you think about your enablement priorities for this year. Sales enablement teams are being tasked with a broad range of services and responsibilities, yet continue to have to negotiate for the resources they need to…
Working closely with customers to drive improvements and enhancements has been an insightful process for our team. With more than 20,000 sales professionals depending on us, we’ve learned a lot about how you work. Every interaction we’ve had with you has informed the way we think about our product development, design philosophy, and our future…
For decades, sales leaders have compared reaching plan to the act of summiting a mountain. Each year is a long journey, requiring preparation, hard work, discipline, and teamwork to reach the goal, just as is required to summit Mount Everest. There are just under 1,000 attempts to summit Everest each year and only 50% actually…
Do you believe that the effectiveness of your front-line sales managers is the key to taking your sales team’s performance to the next level? More and more, companies are coming to this conclusion. I’m not going to bore you with the data from the recent CSO Insights report: Sales Managers Overwhelmed and Underwhelmed (which you…
Developing Frontline Sales Manager Effectiveness: Coaches Need Coaching, Too In Part 1 of this “reflection,” I was trying to better understand the pain points of a dissatisfied customer, and I realized that our initial solution — a video practice platform designed to get sellers to watch an “example” of what good looks like, practice, and…
No one likes hearing the word “no.” For many people, the word evokes such a visceral reaction that it often affects drive and performance. Salespeople face rejection everyday, and giving up isn’t an option. In fact, it can provide an incredible opportunity to turn the “no” into a yes—if you know how. Successful sellers are…
Moving Beyond Rep Development: Learning as We Go “Joel is definitely not renewing this relationship” was a recent note I received from a key contact at…ahem…a customer who is now tagged in our customer success application as “Severe Risk”. I’ve been the CEO of CommercialTribe since we founded the company three years ago. And while…
Not too long ago, I posted a blog about how rewarding it was to receive recognition in the market. Well, it happened again! Last week CommercialTribe was recognized in a market report released by CB Insights on the 65 Companies Transforming the Sales Tech Landscape. Investors have poured over $6B into startups offering sales tech…