Hermann Ebbinghaus’ research shows that learners forget up to 50% of what they are taught in just 24 hours and that ongoing repetition dramatically increases retention. Coaching is a great way to provide your sales team with ongoing repetition in short sessions. Unfortunately a survey by the Sales Management Association revealed that 77% of firms say […]

Although top sales companies and professionals can’t seem to agree on a single authoritative definition, sales enablement is simply the term and concept for empowering sales reps and agents. In short, sales enablement means strategically uniting the relevant information with the right salespeople at the most opportune time to help address pain points, handle objections, […]

Years ago, back when I was prospecting at another company, I remember cold calling a lead four or five times before finally getting her on the phone. When I finally did, I realized that I knew nothing about what her company did or even what her role was at that company. After asking some potentially intrusive […]

Sales enablement helps sales leaders achieve higher quota attainment, more revenue, higher sales velocity, and increased lead conversion rates. Since your organization can no longer afford to avoid sales enablement, we’ve included five ways tips to help you quickly get your sales enablement program up and running. 1. Sales Enablement Isn’t Training nor Coaching Training […]

Imagine if you could snap your fingers and give every sales rep on your team five extra hours to sell each day. Think how much more productive they could be. Some of the most successful sales operations managers have discovered how to control time, in a sense. By automating key processes, sales operations managers can increase […]

No two salespeople are exactly alike. But when you’ve spent enough time managing sales reps, you begin to notice patterns. There are some personality types that are common to most sales organizations. And one of the biggest mistakes that sales managers make is managing every rep the same. Inside sales reps with different personalities will […]

In industries with a contract/recurring revenue model (such as SaaS) it’s often even more important to keep your current customers than to win new ones. After all, losing a big account can have a monumental impact on ROI numbers. That’s why sales leaders need to not only track pipeline metrics, but also track metrics that give insight […]

In the world of sales, call recording can be a touchy subject. Some management teams are incredibly passionate about utilizing them as they feel it gives them insight into their sales reps’ day-to-day activities. However, some management teams might worry that their sales reps will feel micromanaged if their calls are recorded. If that’s the […]

My favorite sales metric that is most important and ironically, the one that is poorly measured, is how effective and consistent managers are at coaching and observing their team. This is the only way to objectively assess core sales competencies, best practices, behavior, communication and attitude, which is what ultimately determines performance. Unfortunately, this is […]

Sales analytics can give sales leaders valuable insight into both reps’ activities and the outcomes of those activities. Having that visibility can empower leaders to do a far better job of coaching reps to success. But analytics can also be used to help coaches improve their own performance. For our latest eBook, we asked some sales […]

Understanding Salesforce Users’ behavior is like a Countdown conundrum – you can never really unscramble all the data quickly enough to get the winning answer. As a CRM software initially designed for Sales teams, the majority of the Salesforce features are focused on arming salespeople with the toolkit they need to hit targets and, ultimately, […]

The following is a guest post by John Lee Dumas, host of EOFire and author of The Mastery Journal: Master Productivity, Discipline and Focus in 100 days. There are several skills you can leverage to help you achieve your sales goals. Things like confidence, patience and determination are a few. But to really master sales […]