Research from SiriusDecisions’ 2018 Global Chief Sales Officer Study found that fewer than 50% of sales reps are hitting quota and that at 70% of companies, barely 30% of reps are meeting quota. These statistics illuminate an unsettling fact — the majority of sales teams are ineffective. With less than half of their sales team […]
The phrase “if you’re not early, you’re late” is one of the most familiar pieces of advice passed down from generation to generation and mentor to mentee. So much so that the phrase has over 1.4 billion search results on Google — which is understandable when you consider how often the advice is applicable. From
Without Sales Enablement, You’re Behind the Curve Read More »
It’s a whole new world for sellers and marketers. With the dawn of the digital era and the evolution of buyers, forward-thinking companies are transforming their approach to engaging customers — a transformation that begins with analysis and anticipation. Reflecting back on a successful past first requires looking forward. Agile companies pivot their approaches based
Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen. With increased access to information, buyers today do more of their research independently and invite
The Top 5 Strategies to Drive Sales Productivity Read More »
Think back to the times you’ve gone through a new employee onboarding program (NEO) — chances are you got a pretty good feeling for how much the organization invests in its employees just from those first few days. Sales onboarding is no different. 49% of high-performing sales reps identify the availability of onboarding as “very
New Year and New Opportunities to Provide Better Sales Onboarding Read More »
One of the biggest advantages of companies with successful sales enablement strategies is their ability to maintain focus. From content mapping through launch and optimization, they’re clear on why they invested, where they’re going, who is involved, and the steps required to reach their goals. Today we’ll share a framework for how they do it,
Monitoring Sales Enablement Platform Effectiveness Read More »
