October 08, 2015 08:51 AM
Sales coaching is crucial to sales reps’ success. In fact, recent data from Brainshark and Forbes Insight show that coaching and mentoring is the most important role that front-line sales managers play.
It’s a coach’s job, according to Andy Paul, “to monitor calls or go on ‘ride-alongs’ to provide real-time coaching and reinforcement of classroom teachings. These should occur until the reps have become self-sufficient.”
On whose lap does coaching...
October 05, 2015 08:53 AM
During the week of Dreamforce ‘15, Brainshark hosted a sales readiness panel at the InsideView Open Lounge. During the session, four sales experts offered insight and ideas on the problem of sales readiness: what companies need to do to prepare their reps to have the types of consistent, valuable sales conversations that move deals forward.
The last question of the panel asked each of the panelists: “What does the future look like as it relates to sales readiness...
October 01, 2015 08:55 AM
The article below was submitted by Austin Duck, Content Marketing Manager at CircleBack.
It’s no secret that networking is the key to a successful career. After all, the world of business is just people, strategic relationships, and favors for favors, and the more friends you have, the further you’re likely to get.
Done correctly, networking has the ability to streamline the whole process of moving your professional life forward, untangling complicated outreach proces...
September 28, 2015 08:37 AM
We’ve said it before and we’ll say it again: sales reps are busy. Like really busy. They’re constantly on-the-go, juggling the demands of multiple leads, accounts, and opportunities; so sales enablement efforts that cater to that lifestyle will benefit both the rep and the organization as a whole.
Supporting that notion, Sales Enablement Principal Wendy Goeckel writes, “[Reps’] job—reaching the right people and having the right conversations&mda...
September 24, 2015 08:38 AM
You’d be hard pressed to find a sales organization that doesn’t measure results in some way, shape, or form. But are sales managers looking at the right data? Are they gaining insight into how prepared their sales force is to deliver the results that they are forecasting? Do they even have a means to measure those leading indicators?
Our exclusive eBook, 22 Tips for Better Sales Readiness, offers tips to help ensure YOUR sales organization’s readiness—from onboard...