The Time-to-Value Fallacy: Why Adoption Beats Speed
Executive Summary Sales leaders often chase fast sales training implementations to hit time-to-value targets. The problem? Research shows short programs rarely drive adoption or mastery—especially for a full methodology. Extended, science-backed sales training using bite-sized learning, spaced repetition, retrieval learning and practice, and weekly manager support (including coaching) delivers far higher adoption. Over 75% adoption […]
Continue readingHuman Differentiators: A Powerful & Sustainable Competitive Advantage
CEOs, Sales Leaders, and Enablement Professionals of all flavors: Today, I want to talk about that thing we’ve said for years is our competitive advantage, but on which we rarely walk our talk. Yes, I’m referring to our people, our talent, and for us, specifically—our sales force. “Our people are our competitive advantage.” – Said […]
Continue readingStraight Talk About What Holds Companies Back from Getting Better Sales Results
CEOs, Sales Leaders, and Enablement Professionals: Today, I want to talk about something that may be a bit uncomfortable and may even upset some of you. But the title of this article includes “Straight Talk” so I’m going on the record about things I see that hold companies back from getting better sales results. Buckle […]
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