Recording sales calls doesn’t have to be a legal drama with this common sense approach. When recording sales calls, it is always a good idea to tell the person on the other line that the call is being recorded. This is not just for legal reasons, it’s also about building (or maintaining) trust and rapport.…
Develop your sales team by borrowing these two powerful tactics from retirement saving. Previously, we explored why sales team development is a critical variable in your future success—much like saving for retirement. We discussed the cognitive biases working against sales managers in developing their teams and how to think about that investment the same way…
How a Leading Fortune 500 Company Successfully Shifted their Demo Focus There is a legend in the sales world about four finalists in an RFP process that were invited to give a two-hour demo of their solution. Each company’s sales representative was given the same basic agenda —you have two hours, show us these 10…
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…