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The Allegories Blog

Sales Learning: What Do Salespeople Want?

Sales training and enablement teams allocate 90% of sales learning resources to formal training programs that involve flying in geographically distributed reps for marathon PowerPoint presentations. Reps try to cram on product knowledge and sales skills while occasionally staring at the clock thinking about all the business they could be closing if they were out in the field.  Studies show that this approach of banking on formal learning is ineffective because salespeople forget up to 80% of sales training within a month. Not to mention that flying in the entire sales force... Continue Reading

6 Do’s and Don’ts for More Effective Sales Coaching

The following is a post by Scott Van Almen, Life Sciences Sales Director at Allego. Scott is also CEO of Versatile Performance Solutions, and is a consultant and master facilitator in the medical device industry. Research shows that boosting the effectiveness of your front-line sales managers’ coaching is the single biggest driver of higher win rates, yet over a third of managers we recently surveyed felt they don’t do enough of it. Further, a third of managers and reps also disagreed about whether the coaching has an impact on sales results. Perhaps... Continue Reading

How to Fortify Compliance in Financial Services [Case Study]

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

Managers and Reps Disagree On Value of Current Coaching Efforts

Sales coaching is a hot topic these days.  Everyone wants to coach–and do it well–but Allego’s “State of Coaching 2019” survey uncovered a major disconnect between how sales managers and reps view the quality and impact sales coaching. In the poll of nearly 300 managers and salespeople, coaches give themselves higher marks for improving reps’ results and skills than salespeople. For example, the vast majority of managers believe their coaching has a positive impact on their teams’ results, but only two-thirds of reps believe this is true–a significant misalignment of views. Misalignment... Continue Reading