October 22, 2015 08:44 AM
While it may seem like an obvious action-item for the onboarding agenda, sales reps aren’t always trained on the customer. Rather, the tendency tends to be to start with the product. Trish Bertuzzi of The Bridge Group comments on the topic: “We bring these people into our organizations and we start talking about US. Our product, our solution, our market. And what we should really be talking about is THEM.”
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October 20, 2015 08:35 AM
It’s no secret that sales productivity – defined simply as the concept of increasing revenue per rep – presents a major challenge for every organization. It’s not just the laggards that need to find ways of improving the efficiency and effectiveness of their sales forces; even best-in-class companies face these challenges.
The question is – what are these leading companies doing differently?
New research from Forbes Insights, in association with Brainshark, t...
October 15, 2015 10:10 AM
Sometimes an outsider’s perspective is all you need to see things differently—to look at something through a new lens and gain clarity that you wouldn’t have otherwise had. That’s exactly what Daniel Pink is for the sales industry.
In a recent podcast interview with Jill Konrath, Pink divulged that after twenty years writing about business, he realized he had never written about sales. He had, however, spent a lot of time selling—not only books but selling p...
October 13, 2015 08:30 AM
“It’s broken. It’s dramatically broken.” These were the words of Trish Bertuzzi, President and Chief Strategist at The Bridge Group, Inc., when she was asked about the state of sales onboarding during a Sales Readiness panel during the week of Dreamforce ‘15.
Confident and unwavering, she stated exactly what the problem is with sales onboarding: “Because what we do is we bring these people into our organizations and we start talking about US. Our produ...
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...