Sales team meeting

How to Build a Sales Enablement Strategy

Sales enablement is not just a buzzword. Companies of all sizes and industries see results when they have concerted programs and efforts supporting growth and training. After two years of these approaches, organizations see a 48% higher customer engagement rate. Most companies are shifting toward including dedicated sales enablement roles or programs in their organization,…

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4 Reasons Why You Need a Sales Enablement Platform

Today’s hybrid work environment has forced sales teams to embrace new realities. Even though maintaining cohesion is an essential focus for team leaders, the remote shakeup has also illuminated fresh opportunities that can make a sales unit more efficient and focused than ever before.  The right sales enablement platform can not only streamline communication but…

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woman practicing with virtual coach

Statistical Evidence of the Value of Practice for Pharma Sales

Ah, the President’s Club. Perhaps the most prestigious recognition in sales, awarded to top achievers who have met and often exceeded ambitious sales goals. The award often comes with cash prizes or exclusive, all-expense paid vacations to high-end locations. The more indelible benefit is being able to add “President’s Club winner” to one’s resume.  What…

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Sales Coaching practice

How to Measure Sales Coaching Effectiveness in Pharma

Sales coaching has remained relatively the same for the past few decades, with promising technologies like AI still considered alternative to some pharma sales organizations. While AI sales coaching may seem like a nice-to-have or an impersonal approach, it’s quickly proving to be an essential, highly individualized tool to take sales to another level, particularly…

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sales team hands

How to Measure Salesforce Effectiveness

The way we sell is changing.  Sales organizations operate in a progressively changing environment. From the sudden shift to remote and virtual selling during COVID to the economic downturn, sales leaders continue to evolve what they have to do to perform.  And with so many negative factors outside the company’s control, the attention naturally shifts…

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sales manager text wooden block

The Different Sales Manager Roles You Need for High-Growth Organizations in 2022

Being a successful sales manager certainly means leading a team that converts many prospects into customers. But that isn’t all it entails. What qualities and skills do you need to build the foundation that facilitates this kind of success?  High-growth organizations understand that sales managers do far more than oversee sales operations. The position itself…

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businessman-pointing b2b digital screen

Is AI in B2B Sales Ready to Take Off?

Since the early 2000s, companies have been waiting for the perfect artificial intelligence. It’s been promised so long but delivered in such halting and piecemeal steps that it can feel like a pie-in-the-sky proposition. But today’s optimal sales solutions — a fusion of savvy human operators and AI-based platforms that can instantly generate strategic insights…

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Coaching: Building and Improving a Culture of Sales Training

Keys for Building and Improving a Culture of Sales Training

No matter how you approach your sales training process, the goal remains the same: build a company culture of efficient self-management towards the company’s goals. Doing so requires conditioning your sales team in a consistent way that makes them confident they are being led to ever-increasing performance during their sales calls, and one thing that…

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sales team meeting

Selling the Importance of Sales Training to the Exec Team

Sales leaders are often in a difficult situation. You must keep yourself and the team up-to-date with new product releases and features to close more sales, yet you can’t afford to lose time with training. Sales reps also struggle to remember the information they learn. According to Gartner, sales reps forget up to 70% of…

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supervisor giving presentation to the corporate team

Tips for More Effective Sales Training in 2022

As technology advances, consumers have become more enlightened and thirsty for authentic information about products and services. As a result, using traditional sales methods to convert today’s consumers is becoming increasingly difficult. In fact, statistics confirm that sales is getting harder, with most salespersons failing to meet quota.  While pitching still has its place in…

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