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A Medical Device Maker Turns Budget Cuts into Better Sales Training Using Sales Readiness Technology (Pt. II)

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When the sales training team at one medical device maker was facing budget cuts, they decided to move forward instead of scaling back. By adopting sales learning and enablement technology, they were able to dramatically improve the company’s sales enablement program with fewer resources. Interactive, Self-Guided and Streamlined After training the sales managers in how to use Allego’s technology, the sales training team was now ready for “a behemoth task” – reinventing the new-hire onboarding program. Once upon a time, the team thought the existing program was “awesome.” But after growing accustomed... Continue Reading

A Medical Device Maker Turns Budget Cuts into Better Sales Training Using Sales Readiness Technology

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We don’t normally think of budget cuts and belt-tightening as good things. Less may be more in fields like architecture and design, but in sales training, less money translates into fewer services and smaller (overworked) staffs. But when the sales training team at one medical device maker was facing budget cuts, they decided to respond differently. Instead of scaling back, they moved forward. By adopting Allego, they were able to dramatically improve the company’s sales enablement program with fewer resources—to achieve the fabled goal of “doing more with less.” Additional Challenges “We... Continue Reading

“The Five Things All Great Salespeople Do” according to Harvard Business Review

This article originally appeared on hbr.org. Author: Joseph Curtis The best salespeople take pride in their work. They separate themselves from the rest of the pack regardless of circumstance. How do they do it? I’ve spent 16 years in technology sales. I’ve noticed that great sales professionals in tech and beyond share some habits and characteristics. I’ve distilled my observations into five recommendations for success. Here’s what I advise: — OWN EVERYTHING Elite salespeople approach their goals with a total-ownership mindset. Anything that happens to them, whether or not it was their... Continue Reading

Link Sales Training to Your Organization’s Strategic Goals (Pt. II): Sales Opportunity Management

This article is a recap of a presentation by Frank Cespedes, Strategy Expert and Senior Lecturer at Harvard Business School, at Allego’s 2019 customer conference. The session was entitled, “Accelerating Learning and Profitable Growth: Aligning Strategy and Sales.” Once senior management has established and communicated strategic goals, these goals should inform opportunity management – a.k.a., customer selection – within the sales department. This is the second way in which companies can link their sales efforts and training with an enterprise-wide strategy.  Quantity over Quality Most incentive systems for sales reps are based... Continue Reading