What Leads to World-Class Sales Performance in B2B Selling Environments?

Top performers in sales organizations are recognized, applauded, and held up as the “standard” to aspire to by other members of the sales team. At quarterly or annual sales events, the leaders are recognized for their revenue performance and growth. Metrics, in other words, are the standard bearer of success. However, what is not recognized – and what the sales numbers don&rsq ...

A Guide to Sales Compensation (for Freshman Literature Students)

Fall – the time of year when sales compensation managers review pay plans, dissect performance data, and determine next year’s sales comp plan changes. It’s also the time of year when freshmen college students are matriculating in Literature 101 classes, reviewing syllabi, buying books.   Coincidence? Hardly: turns out that sales compensation plans, and the great ...

Defining Sales Enablement

There are lots of terms that get tossed around by sales forces, such as “sales process” and “sales coaching,” and many of these have very vague meanings. Another term that we frequently hear used in various ways is “sales enablement.” Sometimes this is a code word for a sales operations group, and other times it is code for sales training. But what does it re ...

We Need a Sales Process!

When the CEO says “We need a defined sales process”, what are they really saying? First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers.   The devil is in the details. So based on the organizational mandate for a sales process ...

Is Sales Enablement Making Salespeople Stupid?

Doh!Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sal ...