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The Secret to Helping Sales Managers Become Better Coaches

Manager Giving a High Five
When it comes to improving reps’ performance, one of the best productivity investments that an organization can make is sales coaching. Yet many sales managers still fail to provide enough high-quality coaching to their teams. Although “lack of time” is the No. 1 reason given for this failure, there’s another, less-discussed reason vying for that first-place spot: many managers don’t know how to coach. Ironically, most managers (especially the former salespeople) already have the skills, knowledge and other attributes needed to be good coaches. What they lack is awareness of—and access to—the... Continue Reading

What Star Sales Reps and NBA Players Have in Common: Observational Learning

What Star Sales Reps and NBA Players Have in Common
Boston Celtics power forward Jayson Tatum and his generation of NBA players are better athletes at younger ages than any previous lineup. Their secret is access to more information than anyone has had before. How do they do it? They’ve spent their entire lives watching basketball on YouTube. 21-year-old Tatum, according to the Wall Street Journal, was seven when YouTube was invented, and soon he began searching for Kobe Bryant videos. He spent hours breaking down Bryant’s moves to understand exactly what made his incredible shots possible. Watch our webinar on demand:... Continue Reading

How to Accelerate Sales Productivity for Financial Services

A financial advisor works with a client over coffee
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Joe spent several decades in the Wealth and Asset Management business, managing and leading both Advisors and Wholesaler Investment Consultants. Most C-level executives, facing limited budgets, must scrutinize and vet expenditures to measure tangible value or return on investment. Choosing the right tools is one way to boost productivity, cut expenses, and recover costs in the short- and long-term. Investing in Organizational Effectiveness Budgets, in their simplest form, typically break out into two categories: fixed and discretionary. Fixed expenses are necessary... Continue Reading

Subject Matter Experts, Get Agile!

Subject Matter Experts, Get Agile!
As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant.  When things change–market conditions, competitive pressures, regulatory changes, etc.–a long treatise will go unread, and a professionally produced document or video will take too long to make.  Agile content–typically short, to-the-point videos (think YouTube, not Hollywood)–will often get the information out the most quickly and engage your audience most effectively. But how do you create and share agile video content the... Continue Reading