Ramblings, Snippets of Wisdom and Other Bits & Bobs...
Sales Rep Scorecards: The Good, The Bad & The Ugly
Sales rep scorecards or performance scorecards have been around since the dawn of sales time. They enable a Manager / team or individual to track where they are against key performance indicators. But what should we be aiming for to support modern sales teams today? What’s the ideal rep scorecard?
Hot Topic: Sales Enablement Measurement
Following the growth and success of the sales enablement movement over the last 3 years, a reckoning has happened over the last 6 months where enablement has been caught in the boom bust cycle of rapid hiring followed by the great layoff. It’s been sad to see so many talented sales enablement folks be caught in this. But what can we learn from it.
Gartner on proving the ROI of sales enablement…
Gartner has predicated that “Sales enablement budgets will increase by 50% within the next five years as a way to address shifting buyer preferences, boost seller effectiveness and drive revenue growth.”
That’s all well and good but how do Sales Enablement ensure that they are not in the same position as today - Budgets invested but the intended gains failed to be measured or realised by sales?
Sales Enablement Measurement: The Highlights
Highlights from our webinar looking at Sales Enablement measurement
Let’s Talk About Sales Efficiency…
Given the pressures that every sales team is under right now, I think we can all agree that this sales efficiency has become even more important. In this blog, we’ll explore how you can use it and impact your results.
Tips on how to coach using data…
Knowing where and when to coach is often the biggest thing holding front line managers back from coaching their teams on a regular basis.
It can feel like either groundhog day or a game of whack-a-mole which little or no guidance or direction to a) know where to focus and b) know if its working or not.
That’s where data comes in and this blog is going to tool you up for having rich coaching conversations, fueled by data.
Sales Competency Ratings Guide
In building out your competency framework, you need to look at it in the context of HOW you are going to use it and rate against it. This enables you to be clear on gaps and development pathways. This guide will help you map this.
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.
Measuring Sales Enablement Success
In our latest blog, we explore Sales Enablement Collective’s recent report “MEASURING SALES ENABLEMENT REPORT 2021” and how you can effectively measure and align sales enablement for all key stakeholders.
Data Driven Coaching Webinar - The Highlights
After last week’s webinar with SAP’s Data Driven Sales Coaching Program Lead, Stefan Funk, I have had the opportunity to review and reflect on what was a hugely valuable session.
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 joins the HubSpot App Marketplace
Manchester, January 2021) - e4enable’s HubSpot integration is now approved and available via the HubSpot App Marketplace.
e4enable’s close integration with HubSpot provides a 360 degree data view with which to drive coaching, performance and development conversations.
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
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.
The CRM Wars
“Our CRM data is less than ideal”
“We struggle to get our sales reps to update CRM”
“We have shadow data everywhere as reps store things outside of CRM”
Sound familiar? It is a common theme amongst sales teams. The challenge is that two parts of the organisation are working against each other…
Keep Calm and Carry on Coaching
Right, so let’s take a deep calming breath and take a look at how we can adapt our coaching structure and rhythm to our new reality.
And by the way, this sort of approach is not just for today’s circumstances – these are approaches that work whatever the situation.
So I’m going to run through 4 simple steps to get you started.
Sales Transformation - Why bother?
The sales world is rapidly changing and becoming more and more complex and competitive. Not only does this impact how we sell but it absolutely impacts how we build, develop and retain high performing sales teams. Attracting and retaining talent is one of the top concerns of business and sales leaders today and the pressure will only increase as we move into the future.
