Allegories Blog

Microlearning for Sales Effectiveness in the Mobile Era

People using microlearning for sales training reinforcement
Knowledge is a salesperson’s currency. Successful customer conversations depend on persuasive arguments for picking your solution over the rest. But in the age of the enlightened buyer, a prerequisite for persuasiveness is knowledgeability. Using microlearning for sales training reinforcement is an effective way to bootstrap knowledge retention and get your reps internalizing the things you train them on. “Well, um… ah…” Skipping out on sales training reinforcement is like buying a Maserati and cheaping out on oil changes. If you’re investing in your sales force’s success it’s crazy to neglect seeing it... Continue Reading

One Reason Sales Training Misses (But Doesn’t Have To)

We know sales training is critical. Experience, as well as actual studies, tells us that investing in training improves sales performance. Yet companies battle the perception that their sales training programs stink. An incredible 96% of reps and managers we surveyed felt their company’s program was ineffective (ouch). Why? Are we not investing enough? Are we investing in the wrong places? The answer lies in why companies spend so much more on training for sales than for other functions. Marketing Training? Finance Training? …Not too Often Selling is the lifeblood of any... Continue Reading

In Case You Missed It: The Buzz from SiriusDecisions 2017 Summit

The jingle of slot machines has finally cleared our ears and we caught up on much-needed Z’s, but our brains are still full of knowledge and insights from the SiriusDecisions Summit in Las Vegas last week.  Here are a few highlights. On Wednesday, SiriusDecisions revealed results of a survey that asked sales enablement leaders to rank their highest priorities over the next 12 months.  Sales talent is clearly a high priority, with improving sales skills (51 percent) and onboarding (49 percent) emerging as the top responses.  The rising importance of sales enablement... Continue Reading

SiriusDecisions Summit 2017

We’re one week out from the start of this year’s SiriusDecisions Summit, and getting ready for a great event. As you work to finalize your plans, let us highlight these five key learning opportunities that you won’t want to miss: Discover ways to better optimize your sales organization in the Thursday Keynote session: The SiriusDecisions Sales Operating Model: A High-Performance Blueprint Thursday, May 18 11:20 – 12:00 p.m Presenters: Phil Harrell, Mark B. Levinson B-to-b sales organizations trying to build a blueprint to accelerate growth often take a top-down or siloed approach,... Continue Reading