Monthly Archives: August 2013
The Richys, Recognizing Excellence in Salesforce Enablement
We get to see and test-drive a lot of sales support and enablement tools at Richardson. And, as a leader in sales training and performance improvement, we know a winner when we see one.
We created the Richys in response to the great feedback from our post on Top 10 Disruptive Sales Technologies and as a way to recognize cool, innovative, and standout products that make an impact on improving sales effectiveness and efficiency. The Richys – the latest addition to our blog, Richardson Sales Excellence Review – will offer unbiased reviews of some of the great products and services in the sales ecosystem.
Insights on How Marketing Contribute to SunGard’s Successful Sales Transformation Initiative
Sales and marketing alignment is vital when establishing a solid content marketing strategy. Content is not there for only marketing to use and publish, but also exists to enable a sales team to go out in the field and speak to their customers in a meaningful way. Many companies are trying to train their sales organizations to provide insights in order to add value to the customer conversation.
Success Story: Making Sales Training Stick and Extending Knowledge Retention through Mobile Gamification
“How do we make sales training stick?” That question keeps many learning and development leaders (as well as senior executives) up at night. You want your efforts to train your employees to take hold and be leveraged in their work, not wasted as a moment-in-time intervention. Here is an example of what one company did to help its leaders sleep more soundly while improving their sales reps’ performance.
Which Top Producers Should You Study to Develop Sales Training Programs?
Huh? Isn’t that a silly question? This is pretty clear, right? A top producer brings in the most revenue. You study them.
Well, maybe. It depends.
Some questions I’d ask first are:
What’s the context for “top producer?” What does exemplary performance mean in your company? Are you truly looking at the right things? What exactly are you trying to accomplish with your sales training program? What behaviors do you need to replicate to do that? Context is the New Black
If revenue is what you pay for, as your primary criteria for variable compensation, those who bring in the most business will receive the biggest rewards. That’s your decision, based on your company objectives, and those are the producers who will likely: be lauded with recognition, walk across the stage, take the trips, and reap the financial rewards. In many cases, if that’s your sole criteria, I might question your decision, but that’s another discussion and not the topic for this post.
If you’re studying exemplary sales performers to gather top-producer practices to provide content for sales training programs, however, “bringing in the most business” or “highest revenue production” is usually not the only criteria you want to consider. This may seem counter-intuitive to some. If that’s you, suspend disbelief for a moment and I’ll explain.
Creating a Culture of Accountability for Sellers and Enablers… and Why it Matters
Look closely at any enterprise level sales organization today and you’ll likely find a team struggling with a common set of issues:
“There’s too much information and I can’t find the stuff I need when I need it.” “My sales team can’t adapt quickly enough to new messaging and go-to-market initiatives.” “It takes too long for our new sales hires to get up to speed and be productive.” “Our sales process isn’t delivering an accurate forecast or predictable revenue.”
Do any of these challenges sound familiar to you? If so, don’t worry. You’re not alone…whether you’re a sales rep in the trenches, a sales leader managing a territory, or a CEO struggling to get the value you expected out of your sales investments, these are all very common roadblocks.