Tag Archives: Sales Training

All Onboard! Findings from Our Enablement Roundtable

We recently gathered sales enablement leaders in the Atlanta area for a roundtable on sales onboarding. There was a lot of great discussion and sharing of common challenges, innovative ideas and best practices. (If you are a SiriusDecisions client, we’d be happy to send you our notes captured during the session). Here are some highlights:

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Four Proven Ways to Reach at Least 90 Percent Sales Quota Attainment

How can you improve the performance of your b-to-b sales organization? Set higher quotas? Provide higher commissions or accelerators? Increase training? Hire more sales specialists or, perhaps, administrators? Which levers should you push and why? In the past, we have written about the clear relationship between pipeline-to-quota ratios and pipeline conversion ratios and pipeline velocity (3x-or-less pipelines have better conversion rates, while 4x-or-more pipelines have faster velocity, but that does not make up for the worse conversion rates). Analysis of our sales benchmark data reveals four interesting commonalities between b-to-b organizations that reported at least 90 percent annual quota attainment for their sales force.

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Game, Set and Match: What Tennis Can Teach Us About Sales Coaching

When we think of great coaches (e.g. legendary football coach Vince Lombardi of the Green Bay Packers, men’s basketball coach Mike Krzyzewski of Duke, women’s basketball coach Pat Summit of Tennessee), we typically imagine them pacing up and down the sidelines or court, yelling instructions to their players. During timeouts, they gather their players to discuss strategy and plays. They are active participants in the game, getting almost as much television coverage as their players! This is not the case, however, in tennis. It is illegal to coach a tennis player during a match (though some coaches try to skirt this rule by using hand signals). You don't see a tennis coach pacing the sidelines, calling the shots or huddling with their player to discuss strategy during a break.

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Is Solution Selling Really Dead?

For Baby Boomers (and even Gen Xers) who carried the bag earlier in our careers, those were the good old days of selling. All we needed to do was wait for buyers to come to us with their needs, ask them questions, align our offerings to meet their requirements and close the deal. It was so easy then. Or was it? If we’re to believe all the hype about the death of solution selling, I’ve just described the world of yesteryear’s salesperson. However, recent articles and blog posts positioning newer, provocation-based selling approaches have whitewashed, oversimplified and frankly misrepresented the history of solution selling. Here are some observations.

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“The T Word”

In the blogosphere and in discussions we have with sales training providers, the word “training” still seems to be a dirty one. They insist that they too are sales performance improvement companies – not training companies.

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Your Reps Are Certifiable

Sales enablement leaders often ask us how they can better measure whether their efforts are truly making an impact. While there are a number of ways to measure sales enablement, ...

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The Three Roles of the B2B Salesperson

We see salespeople playing three key roles during the sales cycle: domain expert, strategic orchestrator and risk alleviator. In some sales cycles, the rep may play multiple roles; in others, ...

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Tablet Computing and the B2B Sales Force

Is there a tablet in your future? Salespeople will know soon enough, as several organizations charge down the path of adding a tablet computing device to their existing smartphone and ...

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B2B Sales: We’ve Come a Long Way Baby…Not

The arrival of a new year understandably compels people to think about starting anew. For me, the advent of 2011 meant sudden motivation to remove the clutter from my home ...

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When Not To Align To The B2B Buying Process

During a recent client forum, I asked our audience of marketing and sales executives two questions: How many of you are experiencing buying processes where customers have taken greater control ...

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