Allegories Blog

Learning Strategies: Chasing the Elusive Millennial

Like Jeff Corwin slogging through the Everglades in pursuit of some exotic bird, today’s sales leaders are on a desperate quest to find the right learning strategies to capture the attention of the most elusive cohort in the workforce: the Millennials. Millennials surpassed Gen Xers and Baby Boomers in 2015 as the largest generation in the U.S. workforce according to the Pew Research Center.  This has far-reaching implications for business leaders of all functional areas, and is of particular significance to sales organizations.  One question on everyone’s mind is this: how will... Continue Reading

2017 Predictions – 5 Trends to Watch in Sales

The world of sales has undergone dramatic change over the last several years. From how we deliver compelling presentations to the way we train reps, keeping up with new trends and techniques is crucial for staying competitive in an evolving marketplace.  Technology plays an enormous role in how sales reps interact, learn and succeed, so it is critical to know which tools are available and what will truly spur productivity. As businesses continue planning for 2017, here are 5 technological and strategic trends we can expect to see sales organizations embrace.  ... Continue Reading

Structure Your Sales Coaching For Greater Impact

The role of a sales leader is to manage a business’s sales operations and take responsibility for the sales team’s overall performance. It may involve sales planning, sales reporting, recruitment, careful management of certain sales processes and activities, as well as leadership by example. However, another crucial aspect is the development of sales talent. Salespeople are not resources that can be “managed”, as such, so they must instead be “coached” to maximise their full potential. Understanding Coaching Sales coaching involves the development of sales staff through the use of metrics and meaningful... Continue Reading

A Single Trick You Learned in 3rd Grade Can Help You Master Sales

At this point we’ve probably all heard the advice about cramming the night before a big test: You’re wasting your time since the human brain isn’t equipped to take on so much information at once. You would do better to relax and get a good night’s sleep. This actually isn’t true. There is a common misconception that cramming the night before is the wrong way to go about acing a test.  According to Robert Bjork, psychology department chair at UCLA and a top expert in human learning and memory, cramming can actually... Continue Reading