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Viewing posts in the Sales Enablement category

The Top 5 Sales Onboarding Blunders — And How to Avoid Them

In a world where sales training professionals possess unlimited resources and total control over hiring, onboarding becomes a relic of the past. In this world, whenever an organization needs new reps, training and enablement professionals simply scan the globe to recruit veteran superstars with photographic memories. With the right incentive packages – and 30 minutes to digest every scrap of information about the company and its products – new hires are ready to blaze paths to glory. In the real world, of course, sales onboarding is not so easy. And at many... Continue Reading

Allego 5.0: Just What the Doctor Ordered for Training and Enablement Teams

The 5.0 release marks Allego’s biggest offering yet for admins, managers, trainers and enablement professionals.  Allego’s best-in-class user experience for sales reps in the field is now complemented by an equally great experience for the people supporting them.  These advancements bolster Allego courses and curriculum learning and now empower organizations to incorporate modern learning practices into all of their training programs. New customizable dashboards provide greater visibility into competency levels and engagement across individuals and teams.  Now, senior leaders, managers and trainers get a single screen to quickly view key stats for... Continue Reading

To Enhance Sales Performance, Support ‘Cool Tools’ with a Sound Strategy

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This week’s post is a recap of Mike Kunkle’s recent webinar: From Sales Enablement to Sales Performance – Moving the Needle on the Metrics That Matter.  Mike Kunkle is Founder and Sales Transformation Architect for Transforming Sales Results, LLC. According to the “infinite monkey theorem,” a monkey hitting random keys on a typewriter for an infinite amount of time will eventually write a masterpiece. Maybe so. But even if the theorem is correct, who has that kind of time to wait for it? Yet, in some respects, this is the approach many... Continue Reading

To Boost Your Team’s Productivity, Use the 10 Building Blocks of Sales Enablement

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This week’s post is a recap of Mike Kunkle’s recent webinar: The 10 Building Blocks of Sales Enablement.  Mike Kunkle is VP, Sales Transformation Services of Digital Transformation Inc., a new division of Fast Lane. In psychology parlance, “enabling” the people you care about is considered unhealthy behavior: it means you tacitly authorize and facilitate another person’s bad habits. However, in the world of sales, “enabling” your reps and managers is one of the most important things you can do for them. Sales enablement is about improving sales productivity or revenue per rep.... Continue Reading