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.
Both functions work to improve sales force productivity and support reps throughout the sales process. How can we differentiate the two?
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.
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.
Sales managers don't always have the time or skills to coach their teams effectively; here are 3 ways video coaching technology can help.
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.
Opportunity win rate measures how many opportunities you won, divided by the total number of opps created.