All launch initiatives have one key ingredient for success in common—change management. Sales enablement launches new initiatives all the time. From new products to new messaging, mergers and acquisitions to new processes. And let’s not forget the sales kick-off! While you may think that each of these initiatives are unique, the truth is that they…
Is a failed product launch sales’ or sales enablement’s fault? The weeks since your big product launch initiative have turned to months. As the one-year mark looms ever closer reality begins to sink in. Sales are flat, revenue is sluggish, and your worst fears are being realized—you’re looking at another failed product launch. As your…
Formalize your deal review in 7 simple steps. As David Brock notes in his book, Sales Manager Survival Guide, sales managers spend their lives in reviews. So it might come as a shock that it’s likely that the majority of the time you spend in reviews is wasted. The core reason is that most sales…
It’s a fact: well-defined sales processes lead to more productive sales performance. In a study conducted by CSO Insights, this fact was validated—companies with defined sales processes won 53% of their forecasted deals vs. 43% with ad hoc processes. This essentially means that a defined sales process yields 23% more output from sales. The numbers…
Google observed and analyzed 10,000 manager interactions and found out what makes a good sales manager. Google is the gold standard when it comes to using data-driven insights to make decisions. Constantly on the lookout for ways to optimize their business based on data, Google executives wanted to find out if there was a way…
Our C.O.A.C.H. Sales Manager Coaching Methodology integrates actionable sales coaching into your day. Recent research has proven that the number one skill that separates average managers from highly effective ones is coaching. While the leadership and management world at large has known this for quite some time, sales management specifically has largely been left out…
Activate Your Sales Managers To Start Converting More Qualified Opportunities Into Revenue. Tweet this: Qualified opportunities are the lifeblood of your company’s existence. The dirty secret of most sales organizations is that many qualified opportunities are wasted by sales organizations that are relying on ad hoc management processes. Sales leaders in these organizations are living…
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…