Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Why Your Initiative Never Made It Past the Starting Gate

Most sales effectiveness initiatives don’t take hold. At least not in the way originally planned. In the beginning, people appear to walk the talk....

Should You Hire a Recent Sales Graduate or an Experienced Rep?

Graduation season is upon us and more than 5,000 students will graduate with a formal sales major. Over fifty universities with sales majors will...

It’s Time to Rethink Your SMB Sales Force

Ask most sales leaders about their sales force structure and they’ll likely reference a triangle. Global/strategic accounts on top, followed by...

Outside vs. Inside. What’s Better?

Over and over we hear the same question from our clients: “Should we promote internally or hire externally for this sales position?” And many sales...

Confessions of a Fired CSO

Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role of therapist. I sat down for...

When It's All Hands On Deck – Get The Ship Back On Course

You walk into your monthly leadership meeting and everyone is quieter than usual. First quarter has closed, and results are behind expectations. Your...

Something Special Happened at the Steigenberger Hotel

Sales managers are the most important people in the salesforce. They can drive adoption of your sales methodology or they can blow it off. Too often...

Embrace the Messiness of the Deal

I met last week with the Sales Operations leader of a large software company. After much discussion about his current state, he looked at me and asked,...

3 Dumb Sales Training Moves Even Smart CSOs Make

We’ve talked with many sales leaders over the last few weeks about sales training. Pressure to hit the 2018 number, competitive headwinds, and more...

What You Don't Know About Motivating Reps Can Hurt You

"Reps are just coin-operated machines. Pay them to get results." It’s a common phrase we hear frequently from sales leaders. And it's true that...