Blog Post
Once upon a time there was a little red hen who lived in a big sales organization. She had three fluffy yellow chicks. One morning as they were busily scratching about the yard, looking for something to eat, the little red hen found a prospect. “Look!” she said. “See what...Read more
Webcast
Accelerating New Salesperson Productivity: Strategy and Best Practices 
14 April 2014
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Productivity lost as new-hire salespeople ramp up costs sales organizations dearly, and new-hire failures even more. Yet sales forces too often adopt a "sink or swim" approach to new salesperson success - accompanied by management's grudging acknowledgement that new salesperson turnover will be forever high. A better approach is...Read more
Last year TinderBox, Miller Heiman, and the Sales Management Association conducted research on sales proposal effectiveness. Drawing on input from 76 participating business-to-business sales organizations, findings show that proposal effectiveness correlates closely with sales growth, but that several facets of proposal management remain under-optimized. These include making proposal easier for...Read more
What’s a sales force’s most expensive asset? Its sales managers’ time. Firms that waste it on low-value activities do so at the enormous cost of lost coaching opportunities and diminished influence on other business outcomes. The trouble is, it’s not always easy separating managers from administrative activities. One area...Read more
Webcast
Getting More from Marketing: Strategies for Sales Leadership
27 March 2014
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Aligning the sales and marketing function is a long-standing challenge. But it’s taken on greater urgency of late, as disruptive technology has changed what buyers expect from salespeople. In response, firms are re-thinking how best to sell and market, even restructuring responsibilities between sales and marketing departments, and implementing...Read more
Lots of companies consider sales coaching a priority – but few invest in it. Most sales managers consider themselves coaches – but few find time to truly coach salespeople. Why do these disparities persist, and what are their root causes? This webcast examines the real reasons managers don’t coach....Read more
You started the year with a bulletproof sales plan – one that aligned resources with opportunity, calibrated achievable performance targets, and offered clear direction to the sales force. But as Q1 closes, troubling issues are emerging – issues that may disrupt sales productivity and threaten results. These can include...Read more
Webcast
The Next Level of Transparency: Improving Sales Leadership’s Performance Insights
6 March 2014
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There is no status quo in sales, only constant evolution. Too often, the speed of change facing sales leaders forces them to make decisions without data - or worse, with data that isn't trusted. What's needed are data gathering and reporting platforms that keep pace with business changes, and...Read more
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