Mark Crofton
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Conference Recording
Unleashing the Power of Data-Driven Enablement
By
Mark Crofton
Wednesday, December 01, 2021
Gain insight into building a data-driven enablement approach—everything from collecting and analyzing data to providing learners with personalized learning plans and closing identified...
Member-Only Content
ATD Blog
Personalized Learning and Coaching Drive Better Sales Performance
By
Mark Crofton
Wednesday, March 18, 2020
Fortunately, advancements in data science allow us to analyze customer relationship management and human resource data and to quickly identify knowledge and skill gaps in areas vital to AEs...
Video
Personalized Learning for Sales Account Executives
By
Mark Crofton
Wednesday, May 30, 2018
With all the obstacles sales enablement leaders need to protect learners from, personalized learning is the best defense. Personalized learning can be broken down into three components,...
Video
Addressing Skills Gaps Through Sales Dashboards
By
Mark Crofton
Wednesday, May 30, 2018
Mark talks about who should have access to dashboards and how they are used.
Video
KPIs and Measuring Business Impact of Sales Enablement
By
Mark Crofton
Wednesday, May 30, 2018
How do you know if your sales enablement efforts are working? Mark shares what his organization measures and how they process data.
Video
Expectations and Outcomes From Sales Coaching
By
Mark Crofton
Wednesday, May 30, 2018
What to consider when setting expectations between coaches and recipients.
Member-Only Content
Video
Data-Driven Coaching for Sales Account Executives
By
Mark Crofton
Wednesday, May 30, 2018
With so much data available to collect now, we all know that coaching should be driven by the numbers. Mark shares how his organization uses data to influence coaching.
Member-Only Content
Video
The Use of Assessments in Sales Coaching
By
Mark Crofton
Wednesday, May 30, 2018
Personalized learning starts with understanding the current skill levels of salespeople. But where do you go from there?
Video
What Do Sales Coaching Sessions Look Like?
By
Mark Crofton
Wednesday, May 30, 2018
A good coaching model takes into consideration preparation, parameters, and process for every coaching session.
Video
Coaching Sales Account Executives
By
Mark Crofton
Wednesday, May 30, 2018
There is a delicate balance in the relationship between mentoring and coaching. Defining a coaching program provides an opportunity to address or reinforce practices that mentoring does not.
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