Practical tips, expert insights, and AI-driven strategies to elevate sales performance.
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Every company has aspirations for a sales coaching culture, where frontline managers have the time, tools, and expertise to meet the individualized needs of every revenue producer, and align instruction with company-wide goals. In practice, however, until now I’ve never worked at a company where this vision was more than a pipe dream. At most …
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Seventy-two percent of the respondents in one survey expressed they have felt remorse or regret in accepting a new job that didn’t live up to their expectations. That’s the opposite of what hiring managers want to hear after spending time, resources, and money finding the perfect candidate. Buyer’s remorse is real and it’s not something …
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You’ve gotten through another days- or weeks-long sales onboarding program with your new sales hires. It feels like it went well, but how can you really know whether it had an impact? Do you know the sales onboarding metrics that will show the impact of the program? Onboarding is important for introducing new hires to …
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Now, more than ever, companies need to get ahead of deal risks to avoid budget cuts, hiring and spending freezes, and other impacts of an unstable economy. Revenue teams must work harder to coach their sales team on skills like how to handle competitor talk tracks, pricing, negotiation, and building an ROI-driven business case. They …
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You may not feel like you’ve got time in your busy schedule to regularly coach every individual sales rep, but in reality, those who make the time to coach will reap the rewards in the form of improved performance, more closed deals, and greater generated revenue. Plus, good coaching isn’t about spending more time doing …
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While sales enablement is a critical function, it sometimes feels like a half-complete mission. We spend countless hours creating programs and content to prepare sellers for success, but when they’re in the field, we have little knowledge of whether our efforts actually move the needle. It’s also a bit unsatisfying for CROs, and for the …
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If your reps pass a quiz or even a certification, are they fully enabled? While it might be a tongue-in-cheek question, the reality is that most enablement organizations can only measure adoption and test scores to predict field performance. But knowledge does not necessarily translate into behavior. I know what a good golf swing looks …
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Here at Mindtickle, we talk a lot about the importance of continuous learning. Training isn’t “one and done.” Instead, sales reps need continuous learning opportunities (what we call everboarding) to ensure they always have the latest and greatest skills and knowledge necessary for success. But the truth is, continuous learning is essential for revenue professionals …
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A quick search on LinkedIn will return a lot of VP of sales enablement roles, but not so many equivalent roles for sales readiness. It’s not surprising; sales enablement is a more venerable concept, and it’s been widely adopted in the market. Sales readiness, on the other hand, is gathering steam because sales organizations increasingly …
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Training, content, & insights revenue teams need to win over buyers and close more deals.
