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9 Ways to Boost Remote Sales Productivity

Team Activity in Allego
Companies around the globe are asking employees to work from home to help prevent the spread of COVID-19. Yet many global firms are not prepared for a remote workforce. And when it comes to sales teams, remote work presents a unique set of challenges for sales managers tasked with leading geographically dispersed teams. Sales teams are built on camaraderie and competition, which is difficult to manufacture remotely. Sales teams these days also face additional barriers to productivity. Corporate travel restrictions mean less contact with prospects, with the industry, and with the market.... Continue Reading

To Facilitate Peer-to-Peer Learning, Trainers Must Sometimes Step Aside

Peer-to-Peer Learning
It’s time for all of us who no longer spend our day in “the arena” cold calling prospects and venturing out on sales calls to accept a reality: when it comes to sales readiness, no sales trainer or enablement professional can command the same level of engagement among an audience of salespeople as a rep can. It just won’t happen, even if the trainer is a former salesperson. Case in point: at a recent company event, two speakers were featured. The first was an ex-salesperson who is now a product marketing leader... Continue Reading

Informal Learning Makes Great Performances Routine

observational learning in sales
Until May 6, 1954, no human being (as far as we know) had ever run a mile in less than 4 minutes. Experts believed it was impossible. But in Oxford, England, Roger Bannister broke the barrier that day by running a mile in 3 minutes and 59.4 seconds. Then something fascinating happened: only 46 days later, a runner named John Landy broke Bannister’s record with a time of 3 minutes and 58 seconds. A year later, three more runners broke the 4-minute barrier during a single race. How was this possible? How... Continue Reading