Allegories Blog

Viewing posts in the Sales Training tag

Sales Learning Survey Results: Reps vs. Managers

Ever get the feeling your salespeople aren’t quite seeing the importance of something you know is crucial? Many of us have experienced it. Misalignment is an ever-present issue in business.  Managers are battling it constantly — like Thor and Loki, or Listerine and bad breath.  Fortunately, a recent survey by Allego and the Sales Management Association (SMA) sheds some light on misalignment in the realm of sales learning. Where Opinions Differ A gap exists between what sales managers and reps view as important.  Training topics are bound to hold different meaning for... 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