Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Human Resources and Sales Compensation don’t mix well together

Sales compensation is a key component to hitting your quota.  Yet most sales compensation plans fall under Human Resources responsibility.  If this is...

Uncovering the Secret to Methodology Adoption

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all approach. Yet that's the model used in...

How to get your 2018 Number Reduced

It’s that time of year again: strategic planning season. This is when the executive leadership gets together to plan for 2018. The CFO typically...

The Biggest Mistake Sales Reps are Making - And How to Fix It

 A recent 2017 Sales Benchmark report had some eye-catching statistics that really wowed me. In low performing organizations, sales representatives...

Unlocking the DNA of Tomorrow's Elite Sales Performers

Professional selling has always been tough – and it’s not getting any easier. Research from Brevet and other sources paints a clear picture: 

4 Common Characteristics of Rockstar Sales Enablement Leaders

Sales leaders standing up a sales enablement function don’t always know what a “rockstar” looks like. Thankfully, we’ve worked with bright people at...

Nailing the Right Deal Strategy for Your Situation

High performers of all types—from highly trained military operators to elite athletes to world-class surgeons—share one common trait: situational...

3 Deadly Sales Training Mistakes (and How to Fix Them)

1. PRODUCT AND SALES TRAINING ARE ONE

In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that...

What CEOs Don’t Know About Sales Transformations (And How It Can Hurt Them)

One of the best parts of being a consultant is getting to know CEOs. Compared to the past, most of today’s senior executives really “get” sales. They...

How to Get Your Sales Reps to Actually Use the Sales Process

When I interact with sales leaders, the question I get asked the most is, “How can I get my sales reps to actually use our sales process?”  Most sales...