Sales Enablement Ideas Blog | Brainshark

Brainshark Ideas Blog

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

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.
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.
Opportunity Win Rate measures how many opportunities you won, divided by the total number of opps created.
Opportunity win rate measures how many opportunities you won, divided by the total number of opps created. 
Many companies use spreadsheets to calculate this metric. Rekener can automate quota attainment calculations, so that you can see how a rep is pacing on their quota attainment at any point during the...
Demo complete rate measures the number of demos completed as a percentage of demos scheduled. 
Demo complete rate measures the number of demos completed as a percentage of demos scheduled. 
Calls per demo measures the average number of calls a sales rep needs to make in order to set a demo.
Calls per demo measures the average number of calls a sales rep needs to make in order to set a demo.