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Three Revelations on the Journey to Manager Effectiveness

Posted by Jonathan Palay
4/17/17 10:20 AM


Do you believe that the effectiveness of your frontline managers is the key to taking your sales organization’s performance to the next level? More and more, companies are coming to this conclusion. I’m not going to bore you with the data from the recent CSO Insights report:
Sales Managers Overwhelmed and Underwhelmed (which you should go read). It makes intuitive sense. The “force multiplier” effect is a common way you will hear it described. We can invest in developing the seller or we can develop the manager who is ultimately responsible for developing their 6-8 sellers, and without whom any investment in the seller gets shall we say…leaky. When we realize that value from our investment in the seller is leaking out if not reinforced by the manager, we also realize that that force multiplication can work positively…or negatively.

The economics for developing the manager are compelling and if we do nothing, things may actually get worse. Sounds like a problem worth solving!

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Unlocking a Sales Professional’s Potential by Improving Frontline Sales Manager Effectiveness– Part 2

Posted by Paul Ironside
3/13/17 5:00 AM

 

Developing Frontline Managers: Coaches Need Coaching Too

 

In Part 1 of this “reflection,” I was trying to better understand the pain points of a dissatisfied customer, and I realized that our initial solution — a video practice platform designed to get sellers to watch an “example” of what good looks like, practice, and then submit their “take” for feedback, coaching and certification was too narrow, episodic, and out of seller and manager workflow.

 

 

I revealed a narrative around this customer's Rep A, who after 15-months in the role had plateaued in his development and settled into being a very average middle to low performer, and Frontline Sales Manager A who needed to coach the seller but simply couldn’t find the time and didn’t know where to begin.

  

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Get past "no" and move closer to the sale

Posted by Sharmini Berwick
3/9/17 5:30 AM

 

No one likes hearing the word “no.” For many people, the word evokes such a visceral reaction that it often affects drive and performance. Salespeople face rejection everyday, and giving up isn’t an option. In fact, it can provide an incredible opportunity to turn the “no” into a yes—if you know how.

 

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Topics: sales coaching, sales improvement, sales effectiveness

Unlocking a Sales Professional’s Potential by Improving Frontline Sales Manager Effectiveness – Part 1

Posted by Paul Ironside
3/6/17 12:01 AM

Moving Beyond Rep Development: Learning as We Go

 

“Joel is definitely not renewing this relationship” was a recent note I received from a key contact at...ahem...a customer who is now tagged in our customer success application as “Severe Risk”.  I’ve been the CEO of CommercialTribe since we founded the company three years ago.  And while today we’re fortunate to call some of the world’s most progressive companies customers, the below note is not necessarily focused on our successes, rather in what we’re learning from our failures.  

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Topics: sales coaching, frontline managers, sales effectiveness

CommercialTribe: Transforming The Sales Tech Landscape

Posted by Sharmini Berwick
3/3/17 12:09 PM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

The 2017 Startup Sales Stack Report

Posted by Sharmini Berwick
2/26/17 8:00 AM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

4 Quick Fixes to Make Sure your Sales Kickoff Provides Enduring Impact

Posted by Sarah McDonald
1/26/17 6:00 AM

 

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Topics: Sales Enablement, Message Adoption, Sales Leadership, Development, sales coaching, Sales Kickoff

CB Insights Includes CommercialTribe in The Periodic Table of HR Tech

Posted by Sharmini Berwick
1/6/17 11:29 AM

 

CB Insights recently profiled a Periodic table of HR Tech Companies – broadly defined to include software in workforce management, payroll, benefits administration, employee development, and recruiting and staffing – and investors that are redefining how employers recruit and retain employees.

CommercialTribe was one of the companies included in the Career Development space which is testament to our continued success and growth.

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Topics: Company News, CommercialTribe

Why Seller Motivation Needs a Makeover

Posted by Jonathan Palay
12/1/16 10:10 AM

By some estimates today there are more than 10 million sales people in the world, also known as professional persuaders. Today, the sales organization exists to organize and drive those sellers toward the actions needed to transact revenue, leading to the creation of what has been described as a coin-operated, compliance-driven culture.

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Topics: sales coaching

The Essential Dreamforce 2016 Game Plan

Posted by Sharmini Berwick
9/20/16 9:34 AM

 
Each year, Salesforce.com does a spectacular job in bringing together speakers sessions, activities focused on helping you learn, grow, and succeed – no matter your industry, company size or role.

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