Mike Kunkle

JULY 2, 2022

The function names are many: we have sales enablement, revenue enablement, sales effectiveness, commercial excellence, sales or revenue operations (which have other responsibilities but take on tasks that are typically now included under the enablement umbrella), buyer enablement, buying enablement, and more.

Sales 130

Sales Sales Training Leadership Decision-making 130

Brooks Group

OCTOBER 25, 2023

This is a collaborative approach to sales leadership that facilitates communication and feedback, two crucial elements of success for managers. It is vital that sales managers recognize that what works for one salesperson may not work for everyone. Contact us at The Brooks Group to level-up your sales management skills.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Hubspot Sales

JULY 13, 2020

(We have some tactics for sales motivation to get you started.). ?? Are reps currently following your company’s sales process? How can the alignment between the sales process and the buyer’s journey be documented? ?? How has the sales leadership team supported the reps? What is the culture of the sales team now?

Sales 100

Sales Decision-making Sales Leadership Software 100

SBI Growth

FEBRUARY 18, 2014

In this blog, I will cover five ways to accelerate the onboarding of new talent. Before we jump into the five steps, let’s review the goals of a successful onboarding process. The #1 goal of onboarding is to get new reps to goal more quickly. Each time you onboard new hires, look for gaps in the process. Repeat Success.

Onboarding 81

Onboarding Sales Training Sales Leadership Sales Management 81

SBI Growth

DECEMBER 18, 2013

Were they given training and tools to address the above issues? Perhaps you assumed their success as a rep would carry over into sales leadership. Almost 100% of sales training in B2B companies is focused on reps. Onboarding. Sales Process. 5 Steps to Developing Sales Managers. Prospecting.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

Hubspot Sales

APRIL 22, 2020

During a sales training session a few months ago, Sally was working on her pain-pulling techniques. describe our 60-90 day onboarding process and configure a reverse timeline.). The most successful templates are born out of necessity and driven by sales leadership from the top down. Authority Questions.

e-Learning 109

e-Learning Sales Onboarding Publishing 109

Miller Heiman Group

JULY 8, 2019

Last year, the average sales organization saw revenue attainment of 101%, according to CSO Insights, the research division of Miller Heiman Group. While that seems like good news, it’s a lagging indicator—and looking backward, rather than forward, won’t help sales leadership see their future.

Sales Management 82

Sales Management Management Sales Sales Training 82

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales.

Sales Management 98

Sales Management Management Sales Publishing 98

SBI Growth

DECEMBER 10, 2012

Directing Sales Operations is one of the most challenging tasks out there. Limited resources and lukewarm support from sales leadership can make the job thankless. You have a full plate and the tasks you carry out are crucial to sales’ success. Specifically, I’ll discuss designing sales training focused on Buyer Personas.

Sales 109

Sales Decision-making Sales Training Sales Leadership 109

PandaDoc

MAY 24, 2023

One of the reasons for this is that proper implementation of sales enablement as a continuous improvement process or even philosophy requires a bit of a cultural shift by sales leadership and other stakeholders.

Management 52

Management Sales Software Software 52

PandaDoc

NOVEMBER 15, 2021

It’s critical to foster a company culture where your sales force interacts and freely shares insights and strategies; unfortunately, this is easier said than done. One of the most prevalent hurdles to a good sales culture is a lack of communication, not just between sales leadership and reps, but among the base team as well.

Sales 52

Sales Communication Decision-making Meetings 52