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?
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.
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.
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.
SDRs and Micro Progression
The demand for SDRs is at an all-time high - it’s the gold rush of the 21st century.
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.
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.
Data Driven Coaching in 5 Steps…
Breaking down data driven coaching using real world examples.
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.
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.
Onboarding - an SDR Manager’s Tale.
This is a story of a Sales Leader carrying a terrible burden. One that shouldn't exist in today's day and age. But I'd like to think it is also a story of hope...