Sales Enablement Ideas Blog | Brainshark

Brainshark Ideas Blog

Tips and ideas for sales readiness, training, coaching and more.

A sales rep scorecard is a document or application that tracks key performance indicators about members of your sales team
Scorecards for your sales reps are really useful when they have context.  Without context, you may see metrics for a rep, but not know whether numbers is good or bad.
Whether you’re a sales rep, a sales manager or a sales enablement leader, we’ve curated the following reading list to help you pick one (or two) great sales books.
This list of sales productivity statistics will help you get a handle on the top trends so you can ensure your sales team is performing at the highest level.
Get a better handle on today's sales trends so that you can ensure your sales force is always performing at the highest level.
Sales leaders today should demand a head of enablement who has the respect, gravitas, and stature to disagree with them, writes Dave Lichtman.
Pipeline Coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close.
Pipeline Coverage is a ratio used by sales managers to measure how much pipeline they have, compared to how much quota they need to close.
The Sharkie Awards, Brainshark’s customer awards program, honor the best content and sales enablement success stories from the past year.
From peer networking to picking up the latest best practices and trends, there’s so much you can get out of a well-run conference.
Data-driven sales coaching is the process of measuring the output of your sales reps, with the goal of quickly diagnosing deficiencies and coaching reps to improve their performance over time. 
 Companies that are good at sales coaching crush their competition.  Research shows that companies with effective sales coaching outperform on quota achievement by 15% vs those that don't.
Account Coverage measures the amount of different accounts that received sales rep activity in a given timeframe.
Account Coverage measures the amount of different accounts that received sales rep activity in a given timeframe. 
Sales managers don't always have the time or skills to coach their teams effectively; here are 3 ways video coaching technology can help.
Sales scorecards and sales dashboards are both incredibly useful.
The main difference revolves around measuring rep progress toward particular goals or outcomes. 
Sales training can feel more like trial-by-fire than a helpful introduction to a new company – and that won’t cut it for today’s busy reps.