We are often asked to look at what content, skills training, and tools new hire salespeople receive as part of their onboarding process in an attempt to “make the new hire experience better.” This request is usually in response to sales and business unit leaders asking learning and development teams to create more globally consistent new hire training programs that drive costs out of a fragmented process with multiple stakeholders, no real clear-cut owner, and lack of accountability. Read the rest of this entry »
Many client-facing, revenue-generating employees in sales and service organizations struggle to communicate the value of their products and services to their customers. In many of our client companies, sales leaders and their managers often face an ongoing struggle to help their sales people increase their impact and achieve their sales quotas. Without belaboring the point, there are many factors contributing to this challenge. For example, products are getting more complex and buyers are becoming more sophisticated. Read the rest of this entry »
Every once in a while in your professional career, you get to witness something new and exciting that could change the landscape of how you will work going forward. It’s happening right now in the emerging Sales Enablement space, and I would like to share what I’m seeing.
What’s going on? Read the rest of this entry »
August marks the countdown before a new school year, even if it’s been years since your K12 or college days. Now’s a great time to reflect on what has or has not been accomplished during the summer. While summer’s not the lazy vacation it might have been in years gone by, the longer hours and agreeable weather bring about a change of pace and offer a chance to achieve something that you simply didn’t feel you had time for earlier in the year. The possibilities during summer months are endless—and there are many online references to consult. Both formal and informal activities count: Read the rest of this entry »