Allegories Blog

Viewing posts in the Sales Training tag

Sales Training ROI: Measuring Revenue Growth

Fourth in a series of posts about the ROI of sales training Hard cost savings provide the most concrete and easy to quantify ROI for sales learning technology. But we hire sales reps to bring home the bacon, not save on beans! Sales leaders invest in mobile video sales learning platforms primarily to boost the revenue their reps produce. So savvy sales training and sales enablement pros looking to prove the value of their work must show how they move the revenue needle. Measuring revenue impact takes more work than capturing cost savings,... Continue Reading

Reinvent Sales Training or Risk Wholesaler Irrelevance

The asset management industry’s ongoing evolution is creating significant change for distribution leaders.  Fund wholesalers in particular are under enormous pressure. A recent Ignites newsletter article ‘Wholesale Change: Skilled People ‘Are Going to Have to Reinvent Themselves’ summarized how funds’ data-driven sales processes, growing product/platform complexity, increasingly time-pressed advisors, and the internet’s erosion of wholesalers’ information advantage make a hard job even harder. To survive, wholesalers must broaden and deepen their knowledge as well as master new skills so that they can bring personalized, strategic insight to conversations with advisors. “The product... Continue Reading

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