The Allegories Blog

As Director of Product Marketing at Allego, I have found our platform to be an invaluable asset for marketers. Once you read the rest of this post, I think you’ll agree with me. Because Allego is a growing software company in a dynamic industry, we constantly need to understand what’s going on in the market and be responsive to the needs of our sales force.  It’s often difficult to obtain this information from them via face-to-face communications, web conferences, or even email because they’re busy, they travel, or are located remotely. Sometimes... Continue Reading

What do “old school” onboarding programs have in common with a reality-TV show? In reality shows, contestants are often dropped into a new environment to see how long they’ll survive. After traditional onboarding, newly hired sales reps are metaphorically dropped into the competitive wilderness to see if they can survive selling products they don’t know very well.  The results are often as you’d expect: low success and high turnover. The Outcomes of Sales Onboarding “It’s like suddenly getting pushed into the deep end of the pool,” said Joe Baker, Sales Development and... Continue Reading

Effective training is critical to the success of your salespeople, so it’s important to understand whether you’re getting the kind of return you expect from your training efforts. But assessing the ROI of sales training is often a challenge because the “R” (return)  part is hard to measure. It’s easy to figure out the “I” because the investment is a tangible dollar amount that is budgeted and spent.  That may be why many companies don’t bother to track the return on their training investments. They know it’s a good idea because they... Continue Reading

If every new hire were a prodigy—a natural-born top seller—sales trainers, enablement professionals, and instructional designers would be out of a job. Creating results-oriented training programs would be as simple as handing out product manuals to new reps and then turning them loose in the field. But, salespeople who walk into the role and succeed without training are in short supply. What this means (in addition to job security for learning professionals) is that effective training needs a solid blueprint. And a great example by sales enablement leader, Mike Kunkle, is the... Continue Reading