Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Carrie Ward

Carrie is an experienced consultant specializing in sales analytics, organizational design, and sales process optimization. She is the co-author of The Sales Compensation Handbook as well as numerous sales research studies.

Recent Posts

Flying Blind: Your Teams Are Executing the Wrong Deal Strategy

Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging fruit for every team is the...

How to Reboot a Slow Start

“Ya Gotta Believe!”

In 1973, Tug McGraw instilled these three words into every NY Mets fan. As the All-Star break ends and we see ourselves far away...

Sales Enablement: How to Avoid Being the Dumping Ground (and Scapegoat)

“So, what exactly do you do?”

These six words will open Pandora’s Box. Ask any sales enablement or sales operations leader and my guess is they receive...

There’s No Crying in Sales … Is There?

If you haven’t seen A League of Their Own, you’ve at least heard someone repeat Tom Hanks’ famous line: “There’s no crying in baseball!”

As the coach,...

Which Reps Make the Best Managers?

Raise your hand if your March Madness bracket is a now just a bittersweet memory. (My hand is high in the air.) While we turn from college to the pros,...

The Sales Training You’re Missing

The college admissions scandal raises a lot of questions about the ROI of higher education. While that discussion is ongoing, the benefits of education...

Avoid the Bonus Exodus

It’s that time of year. Spring training is underway, NCAA brackets are forming, snow is a thing of the past (hopefully). And for sales reps, it’s bonus...

Stop Wasting Commissions on the Wrong People

Any good sports manager knows his players. He knows when to pull in the right person for the right situation. If it’s the bottom of the ninth, the...

When Sales Reps Need to Call an Audible

One of the most fascinating parts of football is watching how “thinking” quarterbacks approach the line of scrimmage. As a NY Giants fan, it’s...

Sales Quotas: The Universal Afterthought of Sales Leaders

What do dinner rolls, an umbrella, and sales quotas have in common? While this may sound like a bad joke, these are all afterthoughts. We don’t think...