Ramblings, Snippets of Wisdom and Other Bits & Bobs...
Embedding Sales Training for True ROI
One of the things we get asked most often from sales enablement and training professionals is:
“How do we make sure the knowledge and skills learned in sales training are embedded to drive the long term benefit?”
Get The Measure Of Your Enablement
Measurement is vital for sales enablement. Having access to the right data and being able to benchmark performance, measure improvement, track ROI etc means that you can make everything that might currently be ‘subjective’ into objective and data-driven. Someone who is a firm believer in the power of data and measurement is Stefan Funk, SAP’s Program Lead for Data Driven Coaching. We caught up with him recently to talk to him about how important enablement metrics are to him and which are the most valuable elements to measure in order to track the outcomes and value of enablement activity.
The Evolution of Presidents Club
President’s Clubs are a stalwart of sales.
Hit your annual target and you get to go to Monaco / Caribbean / Mexico / Marbs [delete as appropriate].
There have been few changes to the core notion of presidents clubs over the years (other than perhaps tackling a global pandemic and lack of travel rights) but they vary slightly by organisation.
But they all have a fundamental flaw. They don’t align to a modern sales workplace.
Coaching + Training Resources - The Perfect Match
By combining your existing training resources with structured coaching to embed it, supported by a central competency framework that a) brings it all together and b) is already entrenched into the sales operating rhythm, you’ll avoid the once and then forgotten trap of flushing your training dollars down the loo.
SDRs and Micro Progression
The demand for SDRs is at an all-time high - it’s the gold rush of the 21st century.
How to consistently scale & operationalise sales coaching
This blog walks through some simple things you can do to build sales coaching into your operating rhythm and give it the gift of consistency so you can scale it across all your teams.
Using Sales Competency Frameworks in Training
“70% of B2B sales training is forgotten in a week”
Find out how the simple sales competency framework can avoid this costly trap.
Getting Structure in Sales Career Progression Planning
Highlights from e4enable’s webinar on Achieving Structure in Sales Career Progression Programs.
Competencies & Career Progression
Why should you be clear and structured about your sales team’s career path?
It’s probably easier if we look at some common examples which we reckon you’ll have come across at some point in your journey.
G.R.O.W and your Sales Competency Framework
Using a Sales Competency Framework at the heart of GROW can be a fantastic guide for both coach and coachee. The framework can prove invaluable in understanding the individual’s REALITY, OPTIONS and WILL.
Tips on How to Assess & Track Sales Competencies
The latest Sales Enablement Pro report makes a compelling case for assessing and tracking sales competency and behaviour change…
But how can you achieve it in practice? Read our top tips to find out.
e4enable expands content library with Aaron Evans’ training videos
From today, customers of e4enable will now have access to an ever-expanding library of training videos from Top 20 Sales Enablement Influencer, Aaron Evans.
Data Driven Coaching in 5 Steps…
Breaking down data driven coaching using real world examples.
Hold the phone… it’s Gong!
“Having conversational analytics data from Gong within e4enable is a game changer. Sales Leaders and reps now have a 360 degree data view with which to drive coaching conversations.
Being able to combine CRM, LinkedIn and Call data and align it to Sales Competencies brings one of those lightbulb moments.”
— Kate Lewis, CEO & Co-Founder, e4enable
8 Top Tips to Adapt your Coaching for Remote
It looks like our changing working patterns may be somewhat here to stay so that makes it even more important to adapt our coaching approach and rhythm to a new remote working reality.
The ‘Sales Tech Stack’ and its’ impact on sales leadership
The ever growing ‘sales tech stack’ needed to support high performing sales teams and modern selling has made the sales leaders job both easier and infinitely more complex.
The modern sales leaders job is as much business analyst as it is coaching and leadership in today’s complex sales world.
8 Top Tips for Crowdsourcing Knowledge
Your #sales teams are a treasure trove of knowledge, skills and experience. But do you harness this properly?
Defining the Path to Success…
At e4enable, we are obsessed with sales competencies and defining what good looks like for our customers. But this isn’t always easy to pinpoint…
Here’s a process that we use to start uncovering that path to greatness:
Implementing a structured coaching Program
Rachel McCourty, Chief Customer Officer at e4enable shares her observations on implementing a structured coaching Program.
Training - the Afterthought…
Louis (Lou) Casados III asked the question on LinkedIn “Can you offer some best practices to ensure the flame that is started continues to burn?”
This relates to a post I had written about reinforcing training to make sure it is not wasted. So I promised to write a blog!