Sales Training: Whose Job Is It?

Enterprise Sales Coaching

“Most managers seem to feel that training employees is a job that should be left to others.  I, on the other hand, strongly believe that the manager should do it himself.”
Andy Grove, former CEO of Intel

 

In the high-tech industry, ownership of sales training by sales operations is on the decrease and the more specialized field of sales enablement is increasing. Ownership may be down, but involvement is well over 60% according to ESO Research. For too many sales organizations, sales training and enablement is ad hoc with no clear owner. We schedule the occasional Power Point presentation from product management and declare it “enablement” – which is a disservice to both the product manager and the sales team. This approach misses the mark on essential aspects of coaching sales people – situation and context.Continue Reading

Weighted Forecast: Objective Science or False Sense of Security?

Salesforce.com Expected Revenue Chart The one mistake that causes the greatest loss of political capital and confidence is an unexpected drop in the sales forecast that occurs after week 8. Once the executive staff loses confidence in the sales forecast, decision-making deteriorates and the company risks turning a single miss into a downward spiral. The weighted forecast (or expected revenue) gained traction as an objective method for the CFO to do a quick check on whether the company could afford to believe the sales forecast when getting it wrong could crush share price or trigger a RIF. A purely objective forecast where responsibility falls on the “model” and not the individual manager has a great deal of allure, especially when it comes time to CYA.Continue Reading

10 Summer Projects to Stay Ahead of the Power Curve

Sales Operations | Summer ProjectsThe dog days of summer bring both challenges and opportunities for the sales organization. Whether you are at the start or midway point of the fiscal year, July and August are a good time to assess the current situation and take advantage of the slower pace to set your company up for autumn success.

Summer vacations ensure that for the next 6 weeks, you won’t be able to assemble your full sales staff. Likewise, sales opportunities progress slowly because prospects face the same problem with approvals and decision-makers. Instead of accepting excuses for what can’t be done, be creative and find a way to get an edge. Continue Reading

10-minute Conversation Ensures Your Sales Project Doesn’t Blow Up or Stall Out

When a quarter ends in a way that does not meet expectations, you’ll find no shortage of ideas to spin up new sales initiatives. Ideally, a project will have both immediate and lasting impact. But, too many fizzle out on the white board, get implemented half-way or just fade away. Here’s how to choose and execute a winner.Continue Reading

Use this Simple but Powerful Technique to Shape Sales Culture

Voice of the customer- How to represent the sales force

Do you feel like you spend a lot of time representing sales in cross-functional meetings?

91% of sales operations leadership positions consider it a primary job requirement.
Keep headquarters in synch with the needs of the field and customers and you are on the path to a healthy sales culture focused on winning and not internal strife.

Are you effective? How do you know?
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+Neal Murphy +ESO