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Last winter proved itself such a time for the Senior Director of Sales Enablement at one Chicago-based software company. Not only was the firm expanding its sales force by nearly 50 percent, it was rolling out a new sales methodology and overhauling its messaging – all without the benefit of a formal training program. Coworkers as Sales Coaches. There were a lot of different ways we were using the system to support the sessions we were designing. MORE
Even the most talented coaches can benefit from more – or better – training. Sales Coaching : Talking the Talk. Research shows that the quality and quantity of coaching has a profound impact on sales performance. A CEB study of over 2,000 sales managers found that going from low- to high-quality coaching improved sales performance by 17%. Why Traditional Sales Training Fails. They also need coaching, themselves. MORE
In a recent post , we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content. Coaching Substance and Style. In other words, is the cause of some reps’ dissatisfaction attributable to coaching substance and style? MORE
But, what about tools that support a coach? conducted a research study on the sustainability of sales training programs with a focus on best practices. We looked at how companies support sales coaches, and found a few interesting parallels to the use of tools and technologies in the greater training environment. The tool choices we offered were a wide range of potential additions to the classic one-on-one coaching environment. MORE
To enhance individuals and orgs by connecting people with a broad range of techs that drive performance. There''s formal training -- and then there''s all of the ways that we learn within the flow of work (performance support, collaboration, access to experts, knowledge management. Performance Support: complete processes and tasks, make decisions software help (sims, walk-throughs, etc.) More on these components: Coaching is part of talent management. MORE
Improving my performance from a frustrating “I can’t break 100!” to feeling comfortable playing with more finessed golfers required significant coaching. Coaching is also a vital element of sales transformation. The CORE acronym is a helpful tool to provide coaches and their team members the pathway to Connect, Observe, Review and Evaluate development progress. Coaching requires trust, and trust is built when both parties set achievable expectations. MORE
Given its powerful impact on the bottom line, more organizations are realizing that implementing sales enablement is no longer optional. Sales enablement managers are being recognized as essential for company growth. Sales leadership must support your initiatives. MORE
Brainshark announces new offerings and capabilities for better sales coaching and prospecting, driving greater productivity. across sales teams. The company has debuted collaborative coaching features and introduced Outlook integration to provide. Performance Support Training Strategiesconvenient content access within reps’ workflows. MORE
Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. But most people aren’t born sales managers; often, they move up the ranks from top performing sales rep to a leadership role, so they typically need guidance and training. The Challenge of Providing Good Coaching. It’s not just soft and hard skills sales managers might need help with. What Kind of Coach Are You? MORE
This article, which talks about management support and reinforcement of training, made me realize that in design of instruction, we often forget about these critical resources that can either be our harshest critics or our greatest partners – managers. Motivating Management Support. So how do we go about ensuring that managers reinforce and support their direct reports in what they learned through the training event, whether it be eLearning or classroom? By Dean Hawkinson. MORE
New sales enablement products and platforms seem to pop out of the woodwork every day. They all promise essentially the same things: that they will help sales reps articulate value, stay on message, close more deals and stick around longer. But what about sales managers? Never mind the fact that sales managers must monitor goals and metrics, help reps hit targets, manage deadlines, and make sure reps are following the proper sales process. MORE
Many of you have probably been involved in a coaching program. While coaching program effectiveness will vary from organization to organization and person to person, the overall evidence is clear – coaching is an important tool for transferring knowledge and developing employees. Recent research conducted by the Institute for Corporate Productivity indicates that high-performance organizations utilize coaching five times more often than low performing organizations. MORE
“ For the last five years, sales coaching has had the greatest impact on win rates and quota attainment.” – CSO Insights Study. You read that right; sales coaching is the number one way to improve your sales win rates and quota attainment. . From iPhones to artificial intelligence (AI), the coaching methods available to remote sales coaches are racing into the future. This is the Ultimate Guide to Remote Sales Coaching in 2020. . MORE
Sales enablement is having a moment. Selling is harder than ever and more organizations are dedicating people, processes, and technology to supporting this critical function. If you work in sales or marketing, chances are you’ve recently heard the term sales enablement. MORE
Finding the right person for a sales job can be a real challenge. Many companies and businesses are investing a lot of resources into the recruiting process of finding the right candidate for their sales team. In this case, videos are a great way to prepare your sales team for success. MORE
Modern technology is disrupting sales enablement —for the better. It’s more important than ever to support the modern buying experience with modern sales enablement. This means empowering your sales organization with the right tools, content, and information to sell successfully. MORE
If you’re a sales manager, you’re living proof that this is often far from the truth. Lots of companies take their top performing sales reps and turn them into sales managers at some point in their careers. These new sales managers have to then transition their role from the doer (selling products) to the teacher and coach (managing sales reps). Some of the challenges sales manager face are caused by lack of time or geographic constraints. MORE
Sales enablement is having a moment. Selling is harder than ever and more organizations are dedicating people, processes, and technology to supporting this critical function. If you work in sales or marketing, chances are you’ve recently heard the term sales enablement. MORE
As sales teams navigate the world of virtual selling, leaders seek new ways to get—and keep—their teams informed, motivated, and successful. Remote coaching is a strength that organizations must develop to build connections across locations and time zones. MORE
A national sales meeting is critical. Now that 90% of sales are virtual, it’s more important than ever to make sure your sellers have mastered the techniques of selling when they can’t meet in person. Your Virtual Sales Meeting Checklist. Teaching a new sales technique? MORE
You may be wondering, “What sales engagement software should we use?” . Before we tell you which tools are best, let’s define what “sales engagement” actually means. Many people often think “sales engagement platform” means “CRM with automation features.”. Sales Enablement MORE
Consider Coaching. I can tell you with 100% certainty, though, that even the best training will not fully prepare your worker to perform in the workplace. You have to consider coaching. Case in Point: We’ve put our entire sales team through extensive sales training that started in 2015. The first layer was for our VP of Sales. Coaching was critical to helping us get there. Coaching is required beyond the sales team. MORE
Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. She is the author of Emotional Intelligence For Sales Success, now published in six languages, and Growing Great Sales Teams. The first change is developing a sales playbook. MORE
Lots of sellers want to know which sales enablement tools are best. But it’s hard to say because there’s not one agreed-upon definition, and sales enablement software (SES) encompasses so many options. Sales Intelligence. Sales Engagement. Sales Intelligence. MORE
Have you ever encountered sales reps reluctant to take training? They might be used to working a certain way and don’t want to learn your new sales process or add another product to their offerings. Trainers and sales managers are frustrated, and the C-suite wants to know why the numbers look bad. And herein lies the problem when talking about sales reps. Past experiences have taught sales reps that training is simply time spent away from selling. MORE
Sales training is the key to success for companies across the globe, and for good reason – your sales teams are on the front lines every day, competing for business against your rivals. In short, your sales team has to always be learning to “always be closing” Making sure your sales team is coming to the table prepared and knowledgeable isn’t just a nice to have anymore. It impacts your organization’s overall sales performance. MORE
Social Learning Blog Training and Performance Improvement in the Real World Home About Bios Subscribe to RSS The Ultimate Brain Food: Performance Support by Jolene on January 21, 2011 in Informal Learning , eLearning , mobile learning , performance support In his blog post Social Learning and the Exobrain , Simon Bostok (prolific and thought-provoking blogger at Hypergogue ), declares: The smart people in learning have been talking about shifting pretty much everything to Performance Support. MORE
2021 will be a very different year for sales organizations. Innovative sales learning and enablement technology can help you deliver the learning, content, collaboration, and insights to drive results in the next normal—and you don’t have to spend a fortune on multiple solutions to do it. MORE
Sales enablement and sales engagement are similar, yet complementary strategies. Sales enablement aims to equip teams with the tools, training, and content needed to effectively engage buyers, while sales engagement aims to improve the quality of interactions–or engagements–between buyers and sellers. And isn’t sales enablement already supposed to “enable” sellers to “engage” with buyers? What is sales engagement? MORE
We’re like a football coach who gets his team ready for the big game, only to miss out on actually seeing the players on the field. When it comes to training, that’s how many sales managers feel every day. Managers can’t review the play to know whether salespeople are getting the messaging right or missing opportunities to nurture prospects or close deals, nevermind coach them to refine or improve their approach. Watch our overview video to learn more about Call Coaching. MORE
Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Sales enablement professionals are on the front lines. Traditional training and sales enablement approaches won’t solve this challenge. 1: Identify Coaching Gaps. MORE
Enterprise sales teams need fundamentally different software than their SMB or startup counterparts. This means software to help work through long sales cycles, complex and technical customer requirements, multiple stakeholders and decision-makers and vast product catalogs. MORE
The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry. Research shows that boosting the effectiveness of your front-line sales managers’ coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don’t do enough of it. Coaching & Feedbac MORE
Thus, mobile performance support is particularly valuable for a fast-paced industry like retail, where products and fashion change with the seasons, and where store employee turnover can be as high as 67%, according to a 2012 Hay Group report. How can a retailer use mobile performance support to deliver business impact? Relying on a mobile device to aid the sale made the sales associate feel more knowledgeable, not less. MORE
Technology has the potential to exponentially improve sales performance, especially now that sales and many other teams are working remotely. George is a proven sales leave leader with over 20 years of experience in sales, operations, marketing and sales enablement. He’s a true sales enablement enthusiast who has a passion for systems that empower people. They go to sales training or sales enablement. MORE
The Impact of Employee Coaching on Performance. Clearly, a lot of businesses could benefit from better employee coaching in the workplace. Do you want to improve the current coaching program at your company? Do you not have any kind of formal program for coaching employees to improve performance? You’re in the right place if you want to develop a program from scratch or just learn how to conduct a more effective coaching session. MORE
This week’s post is a recap of Mike Kunkle’s recent webinar: From Sales Enablement to Sales Performance – Moving the Needle on the Metrics That Matter. Mike Kunkle is Founder and Sales Transformation Architect for Transforming Sales Results, LLC. Yet, in some respects, this is the approach many sales enablement professionals follow to improve the performance of their reps. Random Acts of Sales Enablement. The 5 Stages of Sales Mastery. MORE
Early this year, I attended a conference for medical device sales training professionals. Having the right competency model in place is critical for sales reps and account managers. Once the right competencies are in place, we can coach reps to meet these competencies, measure their performance against the competencies, spot high performers and identify weak ones. Let’s use the common sales competency new account acquisition as an example. MORE
Allego
MARCH 2, 2021
As sales teams navigate the world of virtual selling, leaders seek new ways to get—and keep—their teams informed, motivated, and successful. Remote coaching is a strength that organizations must develop to build connections across locations and time zones.
Knowledge Guru
OCTOBER 11, 2016
If you’re a sales manager, you’re living proof that this is often far from the truth. Lots of companies take their top performing sales reps and turn them into sales managers at some point in their careers. These new sales managers have to then transition their role from the doer (selling products) to the teacher and coach (managing sales reps). Some of the challenges sales manager face are caused by lack of time or geographic constraints.
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Zunos
APRIL 28, 2020
“ For the last five years, sales coaching has had the greatest impact on win rates and quota attainment.” – CSO Insights Study. You read that right; sales coaching is the number one way to improve your sales win rates and quota attainment. . From iPhones to artificial intelligence (AI), the coaching methods available to remote sales coaches are racing into the future. This is the Ultimate Guide to Remote Sales Coaching in 2020. .
Zunos
FEBRUARY 9, 2021
Lots of sellers want to know which sales enablement tools are best. But it’s hard to say because there’s not one agreed-upon definition, and sales enablement software (SES) encompasses so many options. Sales Intelligence. Sales Engagement. Sales Intelligence.
Zunos
JANUARY 29, 2021
Enterprise sales teams need fundamentally different software than their SMB or startup counterparts. This means software to help work through long sales cycles, complex and technical customer requirements, multiple stakeholders and decision-makers and vast product catalogs.
Unboxed
MAY 11, 2020
The Impact of Employee Coaching on Performance. Clearly, a lot of businesses could benefit from better employee coaching in the workplace. Do you want to improve the current coaching program at your company? Do you not have any kind of formal program for coaching employees to improve performance? You’re in the right place if you want to develop a program from scratch or just learn how to conduct a more effective coaching session.
|
Training Industry
JANUARY 20, 2014
But, what about tools that support a coach? conducted a research study on the sustainability of sales training programs with a focus on best practices. We looked at how companies support sales coaches, and found a few interesting parallels to the use of tools and technologies in the greater training environment. The tool choices we offered were a wide range of potential additions to the classic one-on-one coaching environment.
Allego
MARCH 28, 2019
In a recent post , we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content. Coaching Substance and Style. In other words, is the cause of some reps’ dissatisfaction attributable to coaching substance and style?
Bottom-Line Performance
MARCH 24, 2016
Consider Coaching. I can tell you with 100% certainty, though, that even the best training will not fully prepare your worker to perform in the workplace. You have to consider coaching. Case in Point: We’ve put our entire sales team through extensive sales training that started in 2015. The first layer was for our VP of Sales. Coaching was critical to helping us get there. Coaching is required beyond the sales team.
Allison Rossett
MAY 23, 2013
Thus, mobile performance support is particularly valuable for a fast-paced industry like retail, where products and fashion change with the seasons, and where store employee turnover can be as high as 67%, according to a 2012 Hay Group report. How can a retailer use mobile performance support to deliver business impact? Relying on a mobile device to aid the sale made the sales associate feel more knowledgeable, not less.
Allego
APRIL 22, 2020
We’re like a football coach who gets his team ready for the big game, only to miss out on actually seeing the players on the field. When it comes to training, that’s how many sales managers feel every day. Managers can’t review the play to know whether salespeople are getting the messaging right or missing opportunities to nurture prospects or close deals, nevermind coach them to refine or improve their approach. Watch our overview video to learn more about Call Coaching.
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Docebo
JULY 17, 2020
Sales training is the key to success for companies across the globe, and for good reason – your sales teams are on the front lines every day, competing for business against your rivals. In short, your sales team has to always be learning to “always be closing” Making sure your sales team is coming to the table prepared and knowledgeable isn’t just a nice to have anymore. It impacts your organization’s overall sales performance.
Allego
JANUARY 16, 2020
Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. She is the author of Emotional Intelligence For Sales Success, now published in six languages, and Growing Great Sales Teams. The first change is developing a sales playbook.
Allego
APRIL 23, 2019
Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. But most people aren’t born sales managers; often, they move up the ranks from top performing sales rep to a leadership role, so they typically need guidance and training. The Challenge of Providing Good Coaching. It’s not just soft and hard skills sales managers might need help with. What Kind of Coach Are You?
Allego
AUGUST 15, 2018
Last winter proved itself such a time for the Senior Director of Sales Enablement at one Chicago-based software company. Not only was the firm expanding its sales force by nearly 50 percent, it was rolling out a new sales methodology and overhauling its messaging – all without the benefit of a formal training program. Coworkers as Sales Coaches. There were a lot of different ways we were using the system to support the sessions we were designing.
Allego
FEBRUARY 16, 2021
Given its powerful impact on the bottom line, more organizations are realizing that implementing sales enablement is no longer optional. Sales enablement managers are being recognized as essential for company growth. Sales leadership must support your initiatives.
Allego
MARCH 21, 2019
The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry. Research shows that boosting the effectiveness of your front-line sales managers’ coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don’t do enough of it. Coaching & Feedbac
Allego
JANUARY 26, 2021
2021 will be a very different year for sales organizations. Innovative sales learning and enablement technology can help you deliver the learning, content, collaboration, and insights to drive results in the next normal—and you don’t have to spend a fortune on multiple solutions to do it.
Allego
JUNE 14, 2018
This week’s post is a recap of Mike Kunkle’s recent webinar: From Sales Enablement to Sales Performance – Moving the Needle on the Metrics That Matter. Mike Kunkle is Founder and Sales Transformation Architect for Transforming Sales Results, LLC. Yet, in some respects, this is the approach many sales enablement professionals follow to improve the performance of their reps. Random Acts of Sales Enablement. The 5 Stages of Sales Mastery.
Allego
JULY 10, 2018
Even the most talented coaches can benefit from more – or better – training. Sales Coaching : Talking the Talk. Research shows that the quality and quantity of coaching has a profound impact on sales performance. A CEB study of over 2,000 sales managers found that going from low- to high-quality coaching improved sales performance by 17%. Why Traditional Sales Training Fails. They also need coaching, themselves.
Allego
NOVEMBER 24, 2020
Sales enablement is having a moment. Selling is harder than ever and more organizations are dedicating people, processes, and technology to supporting this critical function. If you work in sales or marketing, chances are you’ve recently heard the term sales enablement.
Integrated Learnings
APRIL 15, 2012
This article, which talks about management support and reinforcement of training, made me realize that in design of instruction, we often forget about these critical resources that can either be our harshest critics or our greatest partners – managers. Motivating Management Support. So how do we go about ensuring that managers reinforce and support their direct reports in what they learned through the training event, whether it be eLearning or classroom? By Dean Hawkinson.
mysimpleshow
NOVEMBER 25, 2020
Finding the right person for a sales job can be a real challenge. Many companies and businesses are investing a lot of resources into the recruiting process of finding the right candidate for their sales team. In this case, videos are a great way to prepare your sales team for success.
Learning Visions
DECEMBER 17, 2014
To enhance individuals and orgs by connecting people with a broad range of techs that drive performance. There''s formal training -- and then there''s all of the ways that we learn within the flow of work (performance support, collaboration, access to experts, knowledge management. Performance Support: complete processes and tasks, make decisions software help (sims, walk-throughs, etc.) More on these components: Coaching is part of talent management.
Zunos
FEBRUARY 24, 2021
You may be wondering, “What sales engagement software should we use?” . Before we tell you which tools are best, let’s define what “sales engagement” actually means. Many people often think “sales engagement platform” means “CRM with automation features.”. Sales Enablement
Bottom-Line Performance
SEPTEMBER 13, 2016
Have you ever encountered sales reps reluctant to take training? They might be used to working a certain way and don’t want to learn your new sales process or add another product to their offerings. Trainers and sales managers are frustrated, and the C-suite wants to know why the numbers look bad. And herein lies the problem when talking about sales reps. Past experiences have taught sales reps that training is simply time spent away from selling.
Training Industry
MARCH 16, 2017
Improving my performance from a frustrating “I can’t break 100!” to feeling comfortable playing with more finessed golfers required significant coaching. Coaching is also a vital element of sales transformation. The CORE acronym is a helpful tool to provide coaches and their team members the pathway to Connect, Observe, Review and Evaluate development progress. Coaching requires trust, and trust is built when both parties set achievable expectations.
Allego
OCTOBER 27, 2020
Modern technology is disrupting sales enablement —for the better. It’s more important than ever to support the modern buying experience with modern sales enablement. This means empowering your sales organization with the right tools, content, and information to sell successfully.
Bottom-Line Performance
JULY 19, 2016
Early this year, I attended a conference for medical device sales training professionals. Having the right competency model in place is critical for sales reps and account managers. Once the right competencies are in place, we can coach reps to meet these competencies, measure their performance against the competencies, spot high performers and identify weak ones. Let’s use the common sales competency new account acquisition as an example.
Learning Solutions Magazine
JUNE 28, 2016
Brainshark announces new offerings and capabilities for better sales coaching and prospecting, driving greater productivity. across sales teams. The company has debuted collaborative coaching features and introduced Outlook integration to provide. Performance Support Training Strategiesconvenient content access within reps’ workflows.
Zunos
JUNE 26, 2020
Sales enablement and sales engagement are similar, yet complementary strategies. Sales enablement aims to equip teams with the tools, training, and content needed to effectively engage buyers, while sales engagement aims to improve the quality of interactions–or engagements–between buyers and sellers. And isn’t sales enablement already supposed to “enable” sellers to “engage” with buyers? What is sales engagement?
Dashe & Thomson
JANUARY 21, 2011
Social Learning Blog Training and Performance Improvement in the Real World Home About Bios Subscribe to RSS The Ultimate Brain Food: Performance Support by Jolene on January 21, 2011 in Informal Learning , eLearning , mobile learning , performance support In his blog post Social Learning and the Exobrain , Simon Bostok (prolific and thought-provoking blogger at Hypergogue ), declares: The smart people in learning have been talking about shifting pretty much everything to Performance Support.
Knowledge Guru
JULY 26, 2016
New sales enablement products and platforms seem to pop out of the woodwork every day. They all promise essentially the same things: that they will help sales reps articulate value, stay on message, close more deals and stick around longer. But what about sales managers? Never mind the fact that sales managers must monitor goals and metrics, help reps hit targets, manage deadlines, and make sure reps are following the proper sales process.
Allego
JULY 1, 2020
Technology has the potential to exponentially improve sales performance, especially now that sales and many other teams are working remotely. George is a proven sales leave leader with over 20 years of experience in sales, operations, marketing and sales enablement. He’s a true sales enablement enthusiast who has a passion for systems that empower people. They go to sales training or sales enablement.
Training Industry
JUNE 3, 2014
Many of you have probably been involved in a coaching program. While coaching program effectiveness will vary from organization to organization and person to person, the overall evidence is clear – coaching is an important tool for transferring knowledge and developing employees. Recent research conducted by the Institute for Corporate Productivity indicates that high-performance organizations utilize coaching five times more often than low performing organizations.
Allego
NOVEMBER 13, 2020
A national sales meeting is critical. Now that 90% of sales are virtual, it’s more important than ever to make sure your sellers have mastered the techniques of selling when they can’t meet in person. Your Virtual Sales Meeting Checklist. Teaching a new sales technique?
Allego
JULY 9, 2020
Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Sales enablement professionals are on the front lines. Traditional training and sales enablement approaches won’t solve this challenge. 1: Identify Coaching Gaps.
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