Category Archives: Sales Management

La La Land of Sales Coaching Advice

I recently watched a video of an industry pundit pontificating that for sales coaching to be effective, it must be done separately from deal and pipeline reviews. He went so far as to say that, in essence, the very worst possible thing you can do as a sales manager is to mix coaching with deal […]

Best Sales Coaching Approach: Flexible or Rigid?

The current conventional wisdom is that the most effective leaders inspire exceptional performance by setting goals and then giving their team autonomy on how to achieve them. Daniel Pink popularized this notion in his book “Drive: The Surprising Truth About What Motivates Us”. He argues that autonomy – the desire to direct our own lives […]

Tough Love: Sales Coaching with Candor

Wikipedia defines “tough love” as an expression used when someone treats another person harshly or sternly with the intent to help them in the long run. In most uses, there must be some actual love or feeling of affection behind the harsh or stern treatment to be defined as tough love. That’s the general idea […]

What Happens In ___ Stays In ___: How to Optimize Your SKO

You just had your kickoff at some relatively far off and relatively exotic location. Reps flew in from every corner of the globe fired up to connect with colleagues they had not seen since the last kickoff. New-hires arrived with some combination of trepidation and excitement about their first day on the job. Considering the […]

Sales Enablement – Expand the Guest List

Most Sales Enablement practitioners we speak with think of Sales Enablement primarily or exclusively as ‘Sales Person Enablement’. The focus is on how to help the salesperson “consistently and systematically have valuable conversations” throughout the sales process. That’s the guidance we’ve received from Forrester and others, so who can blame us. Our point of v

Sales Process 2.0 – The Need for a New Approach

I grew up at Xerox and learned early on that the key to sustainable sales success was the ability to define and execute a repeatable sales process. This lesson was reinforced during stints at Gartner and Symantec. Turns out there is empirical evidence that shows that sales organizations that excel at sales process enablement outperform […]

Is The Challenger Really a New Phenomenon?

The premise of?The Challenger Sale?is that star salespeople engage customers around their business issues and offer fresh ideas for improving financial performance. The Challenger rep stands above all the rest. They crush their competition and their quota. They teach for differentiation, tailor the message, and take control of the conversation. The Corporate Executive Board (CEB) […]

Help Me, Help You! – Sales Enablement Starts With Sales Manager Enablement

Forrester definition of ?Sales Enablement?: Sales enablement is a strategic, ongoing process?that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer?s problem-solving life cycle to optimize the return of investment of the selling system. This definition?has [&h