In Back to the Future, protagonist Marty McFly encounters a phenomenon familiar to many new sales reps – the “Shock of the Old.” Of course, Marty was thrust from the world of PCs, VCRs, and cordless phones (1985) into one where crisply uniformed Texaco attendants scramble to clean the windshields, check the oil, and fill the tanks of vintage cars (1955). By contrast, today’s sales reps are transported from the realm of smartphones and digital apps – commonplace features in their personal lives – to training environments where these tools don’t yet... Continue Reading

This blog is written by Maxine Jackson, a member of Allego’s award-winning Customer Success team. A famous thought experiment goes something like this: “If a tree falls in a forest and no one is around to hear it, does it make a sound?” The logical answer is yes. The impact of the tree produces sound waves, of course. However, if we define “sound” as something that someone actually hears, the answer is no. Now ask yourself this: “When a sales rep closes a deal, but nobody knows how they did it, were they... Continue Reading

Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Knowing the importance of this event—and the fear that all of its great information will go in one collective ear and out the other—we asked some sales leaders about their approach in the form of a brief survey.   We all know that large-scale sales get-togethers are important for morale, camaraderie, and setting the sales agenda for the entire organization. But most organizations still have... Continue Reading

In Part 1 of this series on national sales meetings and sales kickoffs, I recommended that you “beef up” the sales training you provide at national sales meetings (NSMs) or sales kickoffs (SKOs) by creating mobile video content that reps can review before the official training starts. Now, we’ll look at how you can use video during and after a NSM or SKO to prepare new hires for the field. A Frequently Missed Opportunity Formal training sessions should be recorded on video. Unfortunately, this is a frequently missed content-creation opportunity. If you’re... Continue Reading