Sales Enablement Ideas Blog

July 20, 2017

3 Ways Sales Managers Can Make Time for Coaching

PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark

Kevin F. Davis, president of TopLine Leadership and author of The Sales Manager’s Guide to Greatness, recently evaluated a Fortune 500 company’s sales manager job descriptions and found that 85% of the responsibilities were related to sales coaching. But, when he spoke with the sales managers...

June 14, 2017

Reduce Rep Turnover with Continuous Coaching and Reinforcement

PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark

Once sales onboarding ends, what happens to your reps? According to The Bridge Group, 9% of sales reps leave in their first year, followed by 58% in years 2-3. And replacing reps can be extremely time consuming and costly; according to the Aberdeen Group, replacing a typical B2B sales rep equates...

May 30, 2017

Avoid These 3 Sales Manager Enablement Mistakes [Q&A with Tamara Schenk]

PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark

More than 80% of organizations invest in training for sales managers, according to 2017 CSO Insights Sales Manager Enablement Report. That may sound promising, but nearly half of those companies spend less than $500 per year on sales manager enablement programs. Those meager investments often...

May 12, 2017

Brainshark and Seismic Strategic Partnership: What It All Means [Q&A]

PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark

According to Forrester Research, 78% of executive buyers say that sellers aren’t prepared with relevant content. This is both a training problem and a sales content problem, which slows down sales cycles and prevents reps from hitting quota. Today, Brainshark and Seismic are excited to announce...

April 28, 2017

Are Your Sales Reps Improving, or Just Going Through the Motions?

PJ Carter | @PJCarter25 | Influencer Relations Manager, Brainshark

Learning expert Eduardo Briceño recently delivered a TED Talk that illustrated how we can improve our skills. As he discussed how we can better position ourselves to truly grow and learn, I couldn’t help but apply his logic to sales enablement and helping reps become better salespeople. It’s no...