As the end of the month draws near, faster sales growth remains an elusive goal for reps all over the world. New leads from marketing aren’t always a good fit, and admin work usually seems to get in the way of cold calling. Some reps even spend their precious selling time writing sales collateral. “After […]
Can your reps move deals forward every time they speak with a prospect? If not, how can you help them improve? These two questions capture the essence of sales readiness. However, while it’s easy to ask questions, the answers may surprise you. SiriusDecisions found that 38% of companies lack a formalized sales onboarding program. As many as 67% […]
The right sales training can impact your team for years to come. Studies show that companies spend $20 billion annually on sales training, but how much of this training takes root? Sales science reveals that ongoing reinforcement and continuous coaching are the best ways to make this training stick. These two factors help fortify what […]
I think back to my onboarding at another company a few years ago. On the first day, they distributed 50-page inside sales playbooks to everyone… in thick 3-ring binders. Every page was dense with product descriptions, and we only spent 5 minutes on each page. By the end of onboarding by brain was spinning. During […]
Reducing ramp time for new sales reps is critical for the success of your entire business. Sound surprising? It’s clear that reducing time to first dollar helps you boost sales. However, when you consider most reps stay with the same company for less than 2 years and the cost of employee turnover, reducing ramp time […]
Onboarding can set the tone for a sales rep’s success for years to come. Many companies want new reps to start selling quickly, so they turn to one-time onboarding programs that try to cover lots of ground in a few short weeks. However, if not done well, short onboarding programs can contribute to knowledge gaps […]
It’s the beginning of football season, and we all love rooting for teams that pull together and chalk up wins that no one thought possible. Building a winning team isn’t always about having naturally gifted star players but rather a great coach who has a consistent training plan and coaching approach for the team. His […]
According to DemandGen Report, 95% of buyers choose a solution provider that “provided them with ample content to help navigate through each stage of the buying process.” Even still, 90% of B2B sellers don’t use sales content (Forrester). You’re probably wondering why that is, and you should be. The fact of the matter is that […]
2017 is proving to be a year where more and more companies are undertaking sales enablement as a significant priority. And for good reason. If you’ve recently started a sales enablement initiative, or you’re thinking about starting one, you might have seen some research to help justify your investment. Here, we’ve compiled some compelling stats […]
Modern technology offers transformative capabilities that can increase productivity, make teams more effective, boost sales, assist in better decision making and much more. The problem? Getting your team to actually use it. So how do you get your sales team to adopt new technology? Start with a plan Before you even start shopping for new […]
It is good news when your business is in growth mode. The challenge is to maintain your growth and scaling the organization to handle more opportunities. While it is intuitive for company executives to automate business functions and processes such as payroll, bookkeeping, and even marketing and lead generation, sales is often left behind. Why […]
According to CSO Insights, onboarding is the top priority for B2B sales enablement professionals. However, ask sales reps about their experiences with onboarding programs and you’ll find that many of them don’t find them particularly helpful in getting them where they need to be, quicker. In fact, the time it takes for new reps to […]