sales
How to Shorten Your Time to Productivity With Better Sales Training Onboarding
Hiring customer-facing employees is both a gamble and a long-term investment. Companies hiring new employees might have to wait up to six months before breaking even. The risk of frequent turnover, a slow burn to full productivity, and changing market norms that make it feel like sales teams are constantly playing catch-up with customer expectations…
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What Are Sales Training Simulations and How Can You Integrate Them Into Your Skills Training Program?
In 2023, sales training simulations address a new concern that sales managers are just beginning to face return anxiety. As employees return to work after extended periods of remote work or reenter the workforce after COVID-related interruptions, companies find they can resolve return anxiety through experiential learning. Sales training simulations fit the bill: they provide…
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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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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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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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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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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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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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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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