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The Allegories Blog

Posts by Jake Miller

How Allego Helps Reps Nail a New Product Launch

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What’s the biggest challenge of selling an innovative new product? According to Thomas Steenburgh, a marketing professor at the University of Virginia’s Darden School of Business, it’s the lack of support most sales reps receive before and after the launch. “The basic problem is that [product development teams] think that once they’ve created a good product, it’ll sell itself,” said Steenburgh in a recent podcast. “They just figure, ‘I can get it to the salespeople and they’ll figure it out.’ “You’re asking the salesperson to become a change agent … and that’s... Continue Reading

3 Reasons Why Your Sales Training Fails To Produce ROI

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Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – you need to find out why and apply the available fixes. In our experience, there are 3 reasons why sales training programs fail to produce ROI.     Sales managers don’t prioritize training At many organizations, sales managers are under pressure to prioritize immediate, short-term goals over those that are longer term. Because the managers... Continue Reading

Enabling Sales Managers to Become Better Coaches

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In a recent post, we examined several disconnects between sales managers and reps regarding the quality and impact of managers’ coaching. Our recent survey of nearly 300 managers and salespeople revealed that significant numbers of managers and reps were on ‘different pages when it comes to coaching content. While most managers say that during their coaching conversations, they stress long-term skills development, reps say the opposite: managers often engage in short-term, pipeline-oriented conversations. Coaching Substance and Style In addition to primarily engaging in coaching conversations that favor short-term over long-term outcomes, have... Continue Reading

How to Fortify Compliance in Financial Services [Case Study]

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Allego gives financial services firms unprecedented visibility into what their salespeople say in the field. The resulting improvements to customer conversations have major implications for enhancing revenue performance.  However, the window they gain into whether or not those conversations are compliant is equally valuable. Background Founded in the early 20th century, this firm is one of the oldest asset management companies in the world. With rapidly changing financial markets, they sought a platform to disseminate time-sensitive, critical information to their geographically distributed sales organization in the form of easy-to-create videos. Specifically, the... Continue Reading