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Insights
Tuesday, March 31, 2020
Raise your hand if you have ever had to onboard a new sales employee during a global health crisis. This is likely a new challenge for you and there’s good news: You’re not alone. As we...
Insights
Monday, March 16, 2020
When we’re coaching sales managers, we often get questions about weekly sales meetings: If you have a weekly meeting with your sales team, what is regularly on the agenda? What is useful to...
Insights
Monday, March 9, 2020
Modern buyers are empowered. They’re less loyal. They don’t see the value of meeting with sellers until it’s time to negotiate price. As a result, products are unfairly commoditized and...
Roles:
Insights
Friday, February 28, 2020
The corporate training industry is big business. So why doesn’t it always, or even most of the time, produce a return on investment for the companies that pay for it?That’s a secret only a...
Insights
Tuesday, February 11, 2020
When my friend Lonnie took on his first sales role, he was unsuccessful and couldn’t understand why. So, he made a point to observe his teammates interacting with clients as they closed...
Insights
Thursday, January 16, 2020
The success of sales heavily depends on the investments, programs, and activities afforded to them. Too often reps are onboarded through HR while a separate team conducts training and...
Insights
Friday, December 13, 2019
Recently, I sat down with the leadership team of an OEM manufacturing company. The company was looking for answers as to why its revenue and profits had declined over the last two quarters....
Roles:
Insights
Monday, November 25, 2019
If you’re in the technology industry, you know the mission-critical role your customer-facing technical professionals play in the overall success of your sales efforts. Well-educated and...
Insights
Tuesday, November 12, 2019
It was spring break, sunny and warm. I had thoughts of the ocean on my mind as I cruised down I-95 to Florida. I was looking forward to a week off with nothing to do except sit on the beach...
Roles:
Insights
Friday, August 23, 2019
When preparing to build a highly effective sales force, much emphasis is placed on putting the right people into the right roles. Role fit—the important dynamic between an individual’s...
Roles:
Insights
Thursday, August 1, 2019
The plethora of sales enablement tools on the market today may make you think you’re behind regarding onboarding, ongoing training, and certifications. But, from our perspective, these are...
Insights
Monday, July 22, 2019
Onboarding can often make or break a new sales hire’s time at the company. Research shows that a negative onboarding experience is correlated with lower rep productivity and retention. In...
Insights
Tuesday, July 9, 2019
The great generational shift is well underway. If it’s not yet affected your sales force, with Baby Boomers reaching retirement age at a rate of seven per minute, it likely will soon. What...
TD Magazine
Friday, June 28, 2019
Perseverance is good—up to a point.
TD Magazine
Monday, July 1, 2019
Perseverance is good—up to a point. Every so often, a concept from the academic world holds value for those of us in the corporate world and becomes a popular rallying cry for leaders...
Insights
Wednesday, April 10, 2019
You think your sales team is ready to meet your customers. You’ve invested heavily in their sales methodology, tools, and training. But what happens in the moment when the stakes are high...
Insights
Thursday, March 14, 2019
When we studied sales enablement by surveying sales leaders and engaging them in deep discussions, we confirmed that today’s sales enablement teams do a lot. No big surprise there. But are...
Insights
Thursday, February 28, 2019
I always considered myself a productive person. I work quickly, I type fast, and I get a lot accomplished. Or so I thought. One day I came across a time management book that talked about “...
Insights
Thursday, February 21, 2019
One of the most difficult aspects of managing underperforming sales reps is determining what actions you should take as a manager if a salesperson isn’t meeting expectations. The reason...
Roles:
1-20 of 147 Results