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 […]
Continue readingHow Sales Enablement & Sales Managers Can Partner to Drive Results
There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 5: Sales Management
In Part 1 of this series, I shared my belief that the solution to many of our current sales problems, and a viable vehicle for radically transforming your sales results, is a Systems Approach to Sales. The four systems I recommend as a starting point are: In Part 2 of the series, I highlighted the Sales Selection System. In Part 3 […]
Continue readingSales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in […]
Continue readingFor Better Sales Coaching Results: RAM Your Reps!
Here is quick-hit post on sales coaching. Some Background There are multiple forms of coaching. I’ve often categorized them this way… directive coaching developmental coaching behavioral coaching personal effectiveness coaching (life coaching/executive coaching) … but I also don’t believe these distinctions are cut and dried. There is overlap and a great coach pulls out the […]
Continue readingSimple Sales Coaching Practices That Get Results
While there are no magic bullets for sales or sales management, you can achieve a significant lift from your sales team by doing some foundational things very well. I know that many of you are incredibly talented sales managers who lead and manage your teams with great skill, but I am also often surprised at […]
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