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?
Getting to the root cause of productivity levels
Like many businesses in the current economic climate, Salesforce has been shining a spotlight on the productivity of its sales team, after the company’s COO revealed that 96% of its annual contract revenue was achieved by just 50% of its sales account executives. What can be done about this and had they analysed the competencies that were driving their best performers?
Wait, Santa has Competencies?!
Like those of us in sales, Santa needs to be at his peak performance, especially at this time of year. His job literally depends on it.
But, contrary to popular opinion, Santa doesn’t sleep all year and expect to pull it out of the bag (pun intended) at the last minute. No, he practices and hones his skills all year round to guarantee performance when it counts.
Sales Enablement Measurement: The Highlights
Highlights from our webinar looking at Sales Enablement measurement
'Tis the season to be...planning your Sales Kick Off!
To avoid another Groundhog Day SKO, follow e4enable’s top 10 tips to drive real value from your SKO.
How to make your Sales Coaching Program a success
“What’s the single biggest influence on the success of a coaching program?”
We get asked this question a lot and it’s a fair question.
In this blog, we’ll explore some of the key elements that drive successful long term outcomes of a sales coaching program.
Supporting Sales Managers with a Competency Framework
Supporting Sales Managers to support and coach their teams is an often overlooked but essential program. We look at how you can do this and what skills and behaviours are needed to succeed.
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.
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.
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.
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.
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.
Enablement is the key to Customer Success!
Focusing on Customer Success (CS) leads to higher retention and customer lifetime value for your organization. But how do you ensure that all your Customer Success Managers (CSM’s) get a larger number of customers to value, all at the same rate?
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.
3 Steps to Operationalise your Sales Competency Framework
If you fall into on of these categories then read on…
You are thinking about creating a sales competency framework because you’ve heard they are really cool
You have a sales competency framework but it is languishing untouched in a dusty filing system after an initial flurry of activity
You live a breathe your sales competency framework, it sits at the heart of everything you do but it’s a bloomin’ nightmare of admin to maintain
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.