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The Allegories Blog

Posts by Alex Salop

Modern Sales Onboarding Bridges the Gap Between Training and the Field

Bridging the gap
Here are two pretty important facts about B2B sales:  You need to train your new reps to enable their success, and training isn’t over when your new reps start selling.   If you’re looking at how you can improve your onboarding approach, you should consider what modern sales onboarding looks like. Modern Sales Onboarding Sales organizations always want their onboarding processes to be effective at creating productive reps, but also efficient at getting them out into the field quickly. The challenge is that traditional training methods–concentrated events packed with lengthy content and... Continue Reading

Webinar Replays Killed the Video Star

Years ago, a research analyst determined that when it comes to retention, one minute of video is equal to 1.8 million words.  Since then, everyone has jumped on-board the video train, and now you know whom to blame the next time you suffer through an hour-long webinar replay or half-hour video missive on filing expenses.   When video content creation became economically viable for virtually anyone, many people assumed it would magically increase interest and retention in whatever subject was being presented.  Video can be transformative when used correctly, but improper video... Continue Reading

Sales Kickoffs and National Sales Meetings—What’s Your Approach?

approach_NSM_SKO
Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Knowing the importance of this event—and the fear that all of its great information will go in one collective ear and out the other—we asked some sales leaders about their approach in the form of a brief survey.   We all know that large-scale sales get-togethers are important for morale, camaraderie, and setting the sales agenda for the entire organization. But most organizations still have... Continue Reading