Smarter Selling

Insights that accelerate your sales performance

sales management

sales process

7-Point Checklist to Grade Your Sales Management Cadence

Operating is the easiest trait to learn and most straight forward to implement. It supports sales coaching by structuring team interactions and progress.

Sales Operations

sales operations

3 Essential Considerations When Reconstructing Your Sales Team

When reconstructing your sales team, it's important to focus on the three essential steps of alignment, size, and enablement.

Modern Sales Enablement, Sales Training, Sales Consulting

Company News

New Year, New Beginnings: Brevet Merges with Symmetrics

Navigating change is table-stakes for sellers and managers. We're creating the leading sales consulting, sales training, and sales enablement firm.

Sales Strategy

Death of the B2B Sales Rep?

There are four key components to effective sales strategy that begin to point to significant gaps and opportunities around sales structure and alignment.

Modern Sales Enablement

The 4 C's of Sales Strategy and Restructuring

Decisions related to sales strategy, model, and structure are highly unique to an organization and we can help guide those decisions.

Sales Quota

Sales Training

"Pipelies" – The Sales Pipeline Mirage

In B2B Sales, the sales pipeline is constantly scrutinized to ensure a seller has enough pipeline opportunities to hit quota or goal.

sales management

Do You Run a Sales Team or Just a Group of People Who Report to You?

Do you run a sales team or a group of people who all report to you?


sales compensation

How to Use SPIFFs to Motivate Sales & Drive Revenue

Revenue leaders look for mid-year opportunities for re-energizing sales teams with special incentives and SPIFFS can be a flexible tool for you.

sales management

Top 10 Account Planning Mistakes to Avoid

Why do mature sales organizations still “wing it” with their Account Planning process? Here are 12 common Account Planning mistakes to avoid.

sales operations

6 Strategies for Sales and Marketing Alignment

How can Sales and Marketing work more effectively together? Here are 6 strategies.

State of Field Sales

Brevet Research

State of Field Sales 2021

Top sales organizations are reassessing and innovating every aspect of their field-based sales teams. How is your organization changing?

Account Planning

Sales Strategy

The Chronicles of Account Planning: The Lion, the Whip, and the Chair

Everyone agrees planning is essential to good selling - the one thing you cannot do without. But salespeople thoroughly loathe it.

Sales Training

Sales Leaders: Assess Skills Gaps Now to Avoid Pipeline Issues Later

A mid-year assessment by sales leaders of all sellers on their team can reveal skills gaps that will affect the health of your current year pipeline.

Sales Strategy

Your Post-Pandemic Sales Reset: Top 3 Recommendations

Does your sales organization need adjustment for post-pandemic market conditions or changing priorities? Read more for our top 3 recommendations.

virtual selling

7 Tips to Get the Most Value from Your Virtual Meetings

Here are the best tips and resources we’ve come across to maximize effectiveness of your virtual meetings.

Sales Training

Sales Training

5 Steps to Find Your Actual Cost of Sales Training (Part 2)

U.S. firms spend almost one trillion dollars on their sales forces, including training. Follow these 5 steps to determine your actual sales training costs.

Sales Leadership

Modern Sales Enablement

Confessions of a Fired Chief Sales Officer

Congratulations, you've made it to sales leadership. Learn a few secrets to staying there, including some surprisingly common mistakes made by new leaders.

win planning

Losing is Winning: Leveraging Win Planning to Improve Your Win Rates

How can you improve your sales team's win rate? We share approaches to qualifying opportunities and win planning.

Sales Management

Modern Sales Enablement

When it Finally Clicks: Behavioral Coaching Makes All the Difference

Behavioral sales coaching focuses on diagnosing and improving underlying rep activities vs. inspecting outcomes. Done right, it can transform performance.

sales management

Front-Line Sales Leadership: What Works Now

Most managers already know the importance of sales coaching. What they’re struggling with is how to do it efficiently in today's virtual operating model.